Senior Director, Growth

01A; New York (NY); On-site; USD 203,000 - 270,000; Full time

Job summary

Navan is seeking a Senior Director of Growth in the United States to lead and scale our Scaled Sales and Account Management teams. You will own the end-to-end customer journey—from sign-up through retention and long-term revenue growth—driving velocity, capacity planning, and cross-functional alignment to maximize net revenue retention.

The role emphasizes data-driven decision making, coaching leaders, and designing incentive structures that balance acquisition with durable value for customers

Qualifications

• 7+ years of leadership in Sales or Customer Success in high-velocity SaaS/B2B
• Proven track record in managing sales funnels and transitioning from trial to recurring retention
• Strong capability in capacity modeling and portfolio segmentation
• Experience structuring hunter/farmer teams and cross-functional alignment
• Ability to coach top performers through operational friction and adoption metrics

Responsibilities

• Oversee Scaled Sales to drive monthly account growth and accelerate velocity
• Develop data-driven frameworks for account segmentation and AM capacity optimization
• Redefine success criteria and handoff thresholds from Sales to AM
• Design balanced compensation plans including retention bonuses and split commissions
• Lead and coach Sales and Account Management teams to foster proactive growth

Skills

Funnel optimization

Portfolio planning

Incentive design

Leadership coaching

Sales leadership

Job description

We are seeking an operational, strategy-driven Senior Director, Growth to lead and scale our high-velocity Scaled Sales and Account Management (AM) teams. You will oversee the end-to-end customer journey—from initial sign-up and velocity-driven sales activation to portfolio optimization, retention, and long-term revenue growth.

The ideal candidate thrives in data-dense environments, excels at solving operational friction points across the sales funnel, and knows how to align incentive structures so that "hunting" transitions seamlessly into long-term commercial commitment.

What You’ll Do:

• Funnel & Velocity Optimization: Oversee the Scaled Sales team to drive monthly account growth. Implement operational interventions, sequence changes, and in-app triggers to accelerate conversion velocity.
• Portfolio & Capacity Planning: Develop data-driven frameworks for account segmentation, portfolio sizing, and density to optimize AM capacity and maximize net revenue retention.
• Handoff & Process Engineering: Redefining success criteria, establishing clear commercial intent indicators, and setting exact thresholds for handing off accounts from Sales (hunting) to AM (farming).
• Compensation & Incentive Design: Structure balanced sales compensation plans (including retention bonuses, clawbacks, or split commissions) that incentivize high-value, sustainable account acquisition over quick-churn sign-ups.
• Leadership & Talent Coaching: Manage, coach, and scale team leaders and individual contributors across Sales and Account Management. Instill a culture of true customer habituation and proactive growth rather than passive account maintenance.
• Performance Metrics: Establish and monitor leading indicators and KPIs that measure product adoption, booking consistency, and recurring revenue growth.
• Upselling and Maturing Companies: Expand existing accounts through structured upsell strategies and support company growth maturity over time.

What We’re Looking For:

• 7+ years of progressive leadership experience in Sales Leadership, or Customer Success Management within a high-velocity SaaS or transactional B2B platform.
• Proven track record of managing sales funnels and optimizing the transition from trial/activation to recurring retention.
• Strong capability in capacity modeling, portfolio segmentation (determining account-to-AM ratios), and pipeline management.
• Experience structuring specialized sales teams (Hunter vs. Farmer models) and designing cross-functional alignment mechanisms.
• Demonstrated ability to coach top performers through operational friction, holding reps accountable to long-term adoption metrics rather than surface-level activity.

Pay Range

The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity. For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.

$202,500 — $270,000 USD

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.

About Navan

Navan (Nasdaq: NAVN) is the global AI-powered business travel and expense platform that makes travel easy for frequent travelers. From finding flights and hotels, to automating expense reconciliation, with 24/7 support along the way, Navan delivers an intuitive experience travelers love and finance teams rely on. See how Navan customers benefit and learn more at navan.com.

Culture of Excellence

Our team is our competitive edge — a high-performance group of smart, driven people committed to winning together. This dedication to excellence is why we’ve been recognized as a Best Place to Work by Built In (2023–2026), a G2 Best Global Software Company (2025–2026), Forbes Cloud 100 (2022–2025), and CNBC Disruptor 50 (2022–2025). At Navan, we provide an environment where top talent excels, offering the autonomy and fast-paced trajectory needed to build a defining career and do the best work of your life.

Our Benefits

Navan offers a comprehensive benefits program designed to support your well-being, financial security, and life outside of work. Our benefits, thoughtfully tailored by country to meet local needs, include healthcare coverage, insurance offerings, and wellness resources for you and your family.

We support long-term financial growth through retirement savings programs and opportunities to participate in our equity plans, so you can share in Navan’s success. To promote balance, we offer flexible time off, country-specific holidays, and paid parental leave for all new parents. Additional benefits include connectivity and commuting support*, mental health resources, and exclusive travel-related perks. Wherever you’re based, our benefits evolve with you.

Workplace Policy

Navan believes in the value of in-person connections, whether that’s sitting down to have lunch with one another, taking a walking 1:1, or collaborating in a room together. The connections forged through face-to-face interactions improve company culture and drive business results. Navan invests in global office spaces — in the U.S., Europe, and Asia, among others — that feel welcoming. In-office perks such as company-provided lunches and happy hours create a strong team environment to help you do your best work. Our employees work from the office four days a week. Please expect this policy for all roles that are tied to an office.

Equal Opportunity

Navan is an equal opportunity employer. We make all employment decisions based solely on merit. We provide equal employment opportunity to all applicants and employees without discrimination on the bases of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We prohibit any such discrimination or harassment. This policy applies to all terms and conditions of employment, including hiring.

Accommodations

Navan complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law. Navan will reasonably accommodate qualified individuals with a disability in connection with applications for employment as required by law.

If you need any assistance or accommodations due to a disability, you are welcome to email us at [e-mail].

Candidate Privacy Notice and Use of AI

As part of the recruitment process, certain personal data may be processed using automated tools, including tools that use AI. For details on how Navan collects and uses your personal data, please review Navan's Candidate Privacy Notice here.

Job Search Best Practices

We have been made aware of recruitment scams involving fraudulent attempts to lure job seekers into sending money or personal information in return for fake job offers or coerce them into purchasing equipment by electronic funds transfer (Zelle, Venmo, etc.) Legitimate Navan recruiters will never ask for money in any recruitment or onboarding activities. All available job openings at Navan will be posted on Navan’s website and all Navan recruiters will be reachable through an email address ending in “@navan.com” or “@navan.tech” or "@talent.navan.com".

*Applies to select locations.