Senior Deal Desk Analyst

Navan; Austin (TX); On-site; USD 95,000 - 135,000; Full time

Job summary

Navan is seeking a Sr. Analyst of Deal Strategy in Austin, TX to collaborate with the sales team on deal negotiations and contract management, aligning customer needs with Navan priorities.

You’ll work with legal, contracts, revenue, and finance across the signing process and internal projects. You will structure deals, optimize pricing models, and drive efficiency while ensuring compliance with Navan policies and revenue rules.

Qualifications

• 3+ years in software industry, Deal Desk/Finance/Sales Ops preferred.
• Customer-facing experience preferred.
• Strong business sense and track record in negotiations.
• Understanding of software revenue recognition.
• Knowledge of commercial law.

Responsibilities

• Develop in-depth knowledge of Navan licensing and pricing models for deal support.
• Partner with sales to meet customer needs while following Navan policies.
• Enable deal formation and execution, minimize sales cycle, maximize revenue and market share.
• Negotiate deals directly with customers when needed.
• Work across legal, contracts, sales ops, order mgmt, revenue, finance, and product.
• Drive best practices via deal reviews and standard policies enforcement.
• Assist with non-standard deal requests and complex structuring.
• Support metrics to improve visibility and consistency across geographies.
• Oversee deal financials, pricing, business risk, and revenue implications.

Skills

Analytical thinking

Negotiation skills

Cross-functional collaboration

Verbal and written communication

Education

Bachelor's degree or JD

Tools

Salesforce

CPQ

Job description

About The Job

Navan is seeking a Sr. Analyst of Deal Strategy to collaborate closely with our sales team in driving deal negotiations. This role is responsible for managing contract negotiations, aligning customer needs with Navan's strategic priorities, and partnering with internal sales and business teams throughout the contract signing process and various internal operational projects.

What You'll Do

• Develop in-depth knowledge of Navan licensing and pricing models to provide deal structuring and quoting support to our sales teams
• Partner with the sales team to find a way to meet customers' needs while adhering to Navan selling policies
• Be a critical enabler of deal formation and execution, focusing on minimizing sales cycle times while optimizing revenue, profitability, and market share based on business priorities
• Actively negotiate deals directly with the customer as needed
• Work cross functionally across various stakeholder groups including legal, contracts, sales operations, order management, revenue, finance and product management
• Drive best practices to increase sales efficiency and effectiveness via deal reviews, early checkpoint and enforcement of standard business practices and policies
• Assist with non-standard deal requests, structuring sophisticated deals, driving cross-functional and cross solution teamwork and ensure revenue recognition requirements are handled
• Support metrics and processes to improve business visibility and consistency of practices across geographies
• Overseeing deal financials, pricing, business risk, and revenue recognition implication

What We're Looking For

• Business degree and/or JD
• 3+ years of software industry experience, (Deal Desk, Finance, Sales Operations experience preferred)
• Customer facing experience preferred
• Strong eye for business and proven track record in commercial negotiations
• Self-motivated and able to work under pressure; diligent with deliverables and deadlines, able to multitask
• Solid understanding of software revenue recognition principles
• Basic understanding of commercial law
• Experience in contract management
• Excellent interpersonal skills – verbal and written
• Strong analytical skills along with the ability to demonstrate practical judgment in sophisticated situations
• Great leadership and collaboration skills, with the ability to interact regularly with senior management
• Proficient knowledge of Salesforce, CPQ

Navan uses AI-assisted Automated Employment Decision Tool (Metaview) to assist with evaluating resumes against job qualifications for this role. All final decisions are made by human recruiters and hiring managers.

Human oversight:

Metaview does not automatically reject candidates or make final hiring decisions. Our recruiters and hiring managers review all outputs and make the final hiring decision regarding every application.

• Your rights: If you prefer to have your application reviewed without AI assistance, you may request a human evaluation by entering your email here. Your decision to do so will not affect how your candidacy is evaluated.

Please refer to our Candidate Privacy Notice for more information about our processing of personal data, and your rights.