Enterprise Account Executive

Palo AltoOnsiteFull Time$236,250–$315,000 /yrPosted 2 months ago

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Required skills

SaaS
Enterprise
C-level executives
CFOs
ROI
BVA
MEDDPICC
Salesforce
Sales Navigator
ZoomInfo

Role summary

Navan is hiring an Enterprise Account Executive to join their growing sales team. This role involves breaking into new markets, managing strategic sales cycles, and selling to C-level executives at large global companies. The ideal candidate will have a proven track record in SaaS sales, specifically selling to enterprise-sized organizations using a consumption-based model and value-based selling methodologies like MEDDPICC. Responsibilities include pipeline generation, account planning, forecasting in Salesforce, and leveraging prospecting tools. The role requires strong executive presence and experience in fast-paced environments.

Navan sales organization is seeking a motivated and experienced Enterprise Account Executive to join our growing team. This is an exciting opportunity to join as an early member of the Enterprise team enjoying rapid growth up-market, wide open territories and joining a team that’s blown out their numbers over the last year!

Our Enterprise sales team prides themselves on executing a world-class playbook, managing strategic sales cycles, and selling to C-level executives at the largest global companies. This segment has a $38B+ market potential and as an early member, you will have the opportunity to break into new lucrative markets.

The ideal candidate knows how to sell against deeply ingrained legacy systems to change the inertia in how businesses manage one of their largest discretionary expenses. You will be following a consumption-based selling model and operating within net-new territories, so you must have a proven track record of sourcing, engaging, and closing your own pipeline.

What You’ll Do:

Proactively identify, qualify, and close a sales pipeline of net new logos in order to exceed quarterly targets

Develop an Enterprise Account Plan by leveraging sales methodologies, such as MEDDPICC, then drive the execution of that plan to success

Focused on selling business value to Finance and Business stakeholders using ROI and BVA models, rather than competing on "features & functions"

Manage all sales activity and monthly forecasting of revenue in Salesforce

Maximize prospecting tools such as Sales Navigator, ZoomInfo, and Outreach

What We’re Looking For:

8+ years of sustained sales performance within a SaaS environment

3+ years selling into Enterprise sized organizations

Strong executive presence – very comfortable with C-level executives, especially CFOs

Strong experience in outbound prospecting into new accounts and conducting product demonstrations in a value-based sales environment

Ability to identify enterprise client pains and develop unique and compelling value propositions that focus on delivering ROI to the client

Experience at a start-up or in a fast-paced and competitive environment

Bachelor’s degree preferred

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.

Pay Range$236,250—$315,000 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.

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Enterprise Account Executive

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