Strategic Deals Lead — Negotiations & Revenue

Navan; San Francisco (CA); On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

Healthcare

401k

Commuter benefits

Flexible Vacation

Learning & Development

Pet Friendly

Connectivity Allowance

Job summary

Navan seeks a Deal Strategy Manager, US to partner with the sales team in driving deal negotiations and structuring sophisticated arrangements. You will align customer needs with Navan’s priorities and guide the contract signing process across a multi-market landscape.

You will balance revenue optimization with risk mitigation, act as a key enabler of deal formation, and work with legal, finance, and product teams to enforce best practices and policies.

Qualifications

• Solid understanding of software revenue recognition principles.
• 5+ years of software industry experience (Deal Desk, Finance, Sales Operations preferred).
• Strong analytical skills and practical judgment in sophisticated situations.
• Customer facing experience and strong commercial negotiating track record.
• Proficient knowledge of Salesforce and CPQ.
• Self-motivated, able to work under pressure and meet deadlines.
• Excellent interpersonal skills in verbal and written form.

Responsibilities

• Collaborate with sales to drive deal negotiations and structuring.
• Manage complex contract negotiations balancing customer needs and Navan priorities.
• Guard Navan's commercial strategy across multiple markets.
• Provide deal structuring and quoting support to global sales teams.
• Enforce standard business practices and policies to speed up cycles.
• Assist with non-standard deal requests and cross-functional collaboration.
• Oversee deal financials, pricing, business risk, and revenue recognition implications.
• Support metrics and processes for visibility across geographies.

Skills

Analytical skills

Customer facing experience

Salesforce

CPQ

Negotiation skills

Ownership & collaboration

Interpersonal skills

Revenue recognition principles

Education

Business degree

JD / MBA

Tools

Salesforce

CPQ

Job description

Navan seeks a Deal Strategy Manager, US to partner with the sales team in driving deal negotiations and structuring sophisticated arrangements. You will align customer needs with Navan’s priorities and guide the contract signing process across a multi-market landscape.

You will balance revenue optimization with risk mitigation, act as a key enabler of deal formation, and work with legal, finance, and product teams to enforce best practices and policies.