Mid-Market Account Executive (M&E)

Navan; New York (NY); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Parental leave

Commuter benefits

Healthcare

Flexible vacation

Health and wellness

Fuel for connection

Pet friendly

IATAN discounts

401k

Connectivity allowance

Learning & Development

Job summary

Navan is seeking a results-driven Events Sales professional in New York to own the full sales cycle for meetings and events, from outbound prospecting to close. You will build a robust pipeline using outbound and inbound interest, engage multiple stakeholders, and demonstrate Navan's value with a data-driven business case.

The role emphasizes discovery, solution qualification, and cross-functional collaboration with marketing, product, and account teams to drive revenue and customer success.

Qualifications

• 2+ years of experience in a full-cycle, closing sales role, ideally in SaaS or a similar environment.
• Experience selling meetings, events, event technology, venue or hotel sourcing, travel, hospitality, or related services is strongly preferred.
• Training in MEDDPICC, SPIN, Challenger, or Command of the Message is a plus.
• Familiarity with Salesforce and leveraging AI tools to multiplier effects.

Responsibilities

• Own the full sales cycle from outbound prospecting to close.
• Build and manage a qualified pipeline with multiple event opportunities.
• Lead discovery around event portfolio details (dates, locations, attendees, budget).
• Qualify solutions and map scope to customer needs with clear ROI.
• Coordinate with cross-functional teams to connect event capabilities to broader Navan relationships.
• Develop value-based business cases and communicate Navan’s value to decision-makers.
• Engage stakeholders across planning, travel, finance, and executives as appropriate.
• Maintain accurate pipeline and revenue forecasts in Salesforce.

Skills

Full-cycle sales

Outbound prospecting

Discovery

Negotiation

Proposal development

Account management

Salesforce proficiency

Education

Bachelor’s degree or equivalent work experience

Tools

Salesforce

MCP

Job description

• Own the full sales cycle, from outbound prospecting and cold outreach through discovery, product demonstrations, proposal, negotiation, and close
• Build and manage a qualified pipeline of accounts with multiple event opportunities. Use account signals, including event intent and travel patterns where available, referrals from Navan account teams, inbound interest, and targeted outbound research
• Lead discovery around the event portfolio: purpose, dates, locations, expected attendance, budget, stakeholders, decision process, sourcing needs, attendee travel, and the customer’s internal planning capacity
• Qualify the right solution for each opportunity, from room blocks and Advanced Events capabilities to managed planning and execution. Match scope to event complexity and customer needs; do not position Advanced Events as a standalone sale without a clear use case and adoption plan
• For net-new customers, partner with the Core Net New team so event capabilities are connected to the broader Navan relationship. For existing customers, coordinate with the account owner before outreach and follow established account-coverage rules
• Build a value-based business case, multi-thread across relevant stakeholders, and clearly communicate Navan’s value proposition to decision-makers, including senior executives
• Engage the people who plan, approve, fund, and attend events. Depending on the customer, this may include event and marketing leaders, executive assistants, travel managers, finance, procurement, and executive sponsors
• Scope managed-services opportunities with the M&E planning team. Align on deliverables, attendee and supplier requirements, timing, pricing, payment milestones, and operational capacity using approved packages and contracting processes
• Maintain accurate pipeline and revenue forecasts in Salesforce, meet agreed revenue goals, and use prospecting and sales tools effectively
• Track event-level pipeline and the measures adopted for the role, such as qualified event volume, expected GBV or platform-fee revenue, signed business, launch readiness, and validated event outcomes. Quota and crediting should follow the approved M&E compensation plan
• Partner with Marketing, Sales Development, Growth, and Account Management to create opportunities and support successful customer outcomes
• Coordinate a clear post-sale handoff to the M&E Account Manager and event planner. Stay engaged through launch and the initial event transaction, then partner on future event opportunities without duplicating delivery ownership

Benefits

• Parental leave
• Commuter benefits
• Healthcare
• Flexible Vacation
• Health and Wellness
• Fuel for Connection
• Pet Friendly
• IATAN (travel-related discounts)
• 401k (retirement plan)
• Connectivity Allowance
• Learning & Development

Experience selling meetings, events, event technology, venue or hotel sourcing, travel, hospitality, or related services is strongly preferred. We value candidates who understand how event decisions, budgets, and delivery constraints come togetherDemonstrated outbound prospecting skills, product-demo experience, and a record of meeting or exceeding sales goals2+ years of experience in a full-cycle, closing sales role, ideally in SaaS or a similar environmentStrong discovery and qualification skills. You can identify a real event need, budget, timeline, champion, economic buyer, and decision process, and bring in the right specialists earlyBachelor’s degree or equivalent work experience. Training in a sales methodology such MEDDPICC, SPIN, Challenger, or Command of the Message is a plusStrong communication and relationship-building skills; a self-starter who is agile, coachable, collaborative, and motivated to keep learningAbility to manage event-driven opportunities with multiple stakeholders, variable scope, firm dates, and operational dependencies. You can uncover both the business outcome and the practical requirements needed to deliver itFamiliarity with Salesforce, its MCP, and how to use advanced AI builds to make you a force multiplier