Strategic Deals Architect

Navan; California; Remote; USD 105,000 - 180,000; Full time

Benefits offered by this job

Healthcare coverage

Retirement and equity opportunities

Flexible time off

Job summary

Navan is seeking a Deal Strategy Manager for the US to collaborate with our sales team on complex contract negotiations and align customer needs with Navan's strategic priorities. You will partner with internal sales and business teams through the contract signing process and balance revenue optimization with risk across a multi-market landscape.

The role requires 5+ years in software, strong business acumen, and expertise in revenue recognition and contract management.

Qualifications

• Business degree and/or JD/MBA required
• 5+ years of software industry experience (Deal Desk, Finance, Sales Operations)
• Customer facing experience
• Strong eye for business and proven track record in commercial negotiations
• Self-motivated and able to work under pressure; able to multitask
• Solid understanding of software revenue recognition principles
• Deep understanding of commercial law and experience in contract management
• Excellent interpersonal skills and communication
• Strong analytical skills and practical judgment in sophisticated situations
• Strong ownership and collaboration with senior management
• Proficient knowledge of Salesforce, CPQ

Responsibilities

• Develop in-depth knowledge of Navan licensing and pricing models to provide deal structuring and quoting support to our global sales teams
• Work with the sales team to meet customers’ needs while adhering to Navan's guardrails
• Enable deal formation and execution, minimizing sales cycle times while optimizing revenue, profitability, and market share
• Actively participate in external, customer-facing negotiations
• Work cross functionally across legal, contracts, sales operations, order management, revenue, finance and product management
• Drive best practices to increase sales efficiency 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, revenue recognition implications

Skills

Deal negotiations

Customer facing

Salesforce CPQ

Financial acumen

Contract management

Revenue recognition

Cross-functional collaboration

Analytical skills

Ownership & leadership

Education

Business degree / JD / MBA

Tools

Salesforce CPQ

Job description

Navan is seeking a Deal Strategy Manager for the US to collaborate with our sales team on complex contract negotiations and align customer needs with Navan's strategic priorities. You will partner with internal sales and business teams through the contract signing process and balance revenue optimization with risk across a multi-market landscape.

The role requires 5+ years in software, strong business acumen, and expertise in revenue recognition and contract management.