Senior Director of Growth

Navan; New York (NY); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Parental leave

Healthcare

Flexible vacation

401k

Job summary

Navan is seeking a Senior Director, Growth to lead and scale our high-velocity Scaled Sales and Account Management teams. You will oversee the end-to-end customer journey—from initial sign-up and velocity-driven sales activation to portfolio optimization and long-term revenue growth.

The role emphasizes data-driven velocity optimization, capacity planning, and cross-functional alignment to maximize net revenue retention.

Qualifications

• 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.
• Experience structuring specialized sales teams and designing cross-functional alignment mechanisms.

Responsibilities

• Lead and scale Scaled Sales and Account Management teams.
• Oversee end-to-end customer journey from sign-up to long-term revenue growth.
• Drive velocity optimization, portfolio sizing, and density planning for max net revenue retention.
• Redefine handoff criteria and incentives to align hunting and farming efforts.
• Coach leaders and reps to emphasize customer hygiene, adoption metrics, and expansion.

Skills

Sales leadership

Account management

Operations optimization

Data-driven decision making

Coaching & mentoring

Incentive design

Cross-functional alignment

Portfolio segmentation

Capacity planning

KPI / metrics tracking

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
• 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

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

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 commitmentExperience structuring specialized sales teams (Hunter vs. Farmer models) and designing cross-functional alignment mechanismsDemonstrated ability to coach top performers through operational friction, holding reps accountable to long-term adoption metrics rather than surface-level activityStrong capability in capacity modeling, portfolio segmentation (determining account-to-AM ratios), and pipeline management7+ years of progressive leadership experience in Sales Leadership, or Customer Success Management within a high-velocity SaaS or transactional B2B platformProven track record of managing sales funnels and optimizing the transition from trial/activation to recurring retention