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Travel Tech, Fintech, SaaS, Expense Management

Regional Director, Mid-Market Sales

Palo AltoOnsiteFull TimeDirector$243,750–$325,000 /yrPosted 2 months ago

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Required skills

  • Mid-Market Sales
  • Account Executives
  • Salesforce
  • Player/Coach
  • Sales Management
  • Sales Coaching
  • Pipeline Generation
  • Forecasting
  • Training

Role summary

Navan is seeking a Regional Director of Mid-Market Sales to lead and scale a team of Account Executives in the travel and expense management sector. This role involves developing pipeline, driving revenue growth through best practices in prospecting and execution, and managing a team of 5-7 AEs. The ideal candidate will have 2-4+ years of sales leadership experience in a technology company, 3+ years as an AE, a strong track record of sales achievement, and experience with Salesforce and talent acquisition. The position requires a player/coach mentality and is based in New York City.

Navan is looking for an exceptional Regional Director of Mid-Market Sales to help develop and scale a team of Mid-Market Account Executives. This is an impactful segment for Navan and has a $38B+ market potential across the travel & expense space. As a leader of this market, you will have the opportunity to break into untapped territories with your reps selling the only all-in-one travel and expense management solution. Your goals are to grow revenue by aligning your team on best practices for prospecting and executing. The ideal candidate thrives in a hyper growth environment and knows how to lead teams through collaboration and winning together.

You will report directly to our VP of Mid-Market Sales and will be based in our New York City office. You will recruit and manage a team of 5-7 Account Executives focused on building pipeline and new business execution. The ideal candidate thrives in a hyper growth environment and knows how to lead teams through collaboration and winning together.

What You’ll Do:

  • Build and engage a team of exceptional Mid-Market Account Executives
  • Instill sound pipeline generation practices on a weekly basis that results in quality conversions and demos set
  • Ability to identify, qualify and hire a team that is sold and aligned on the company vision and mission
  • Responsible for accurately forecasting and delivering on monthly/quarterly sales revenue targets
  • Strong understanding of the Navan products and value proposition within the market
  • Ability to build strong relationships with customers and key stakeholders
  • Oversee day-to-day AE activity while setting clear expectations and managing performance goals
  • Strong ability to give and receive feedback thoughtfully and develop team

    • What We’re Looking For:

  • 2-4+ years experience as a direct sales leader/manager of a technology company
  • 3+ years as an AE individual contributor within the Mid-Market/Enterprise space
  • Strong track record of achieving sales targets across teams and individually
  • Skilled in managing and coaching through the full sales cycle from prospecting to closing
  • Experience using Salesforce for accurate forecasting
  • Experienced in hiring and training talent at scale
  • Ability to function in a “Player/Coach” capacity
  • 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$243,750—$325,000 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.

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