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About the Role:
As an Expense Account Executive at Navan, you will join a high-performing, specialized team responsible for supporting over 3,000 active customers. Your mission is to help finance and accounting leaders optimize their travel and expense (T&E) programs through Navan's powerful global expense management platform, reimbursement engine, and integrated corporate card technology.
This is a quota-carrying role focused on revenue expansion within a strategic portfolio of existing accounts. You'll leverage deep discovery, multi-threaded relationship building, and value-based storytelling to unlock whitespace and drive adoption across Navan Expense and Payments solutions. This is a rare opportunity to be at the forefront of transforming how modern finance teams operate.
What You'll Do:
- Own a defined book of high-potential Navan customers and drive net-new revenue across Expense and Payments products
- Lead strategic sales cycles from prospecting through close, collaborating cross-functionally with Account Managers, Customer Success, and Product Marketing
- Create tailored account action plans to identify expansion opportunities, influence decision-makers, and execute against growth targets
- Build deep, multi-threaded relationships within Finance, Accounting, and Procurement—earning the right to become a trusted partner to CFOs and Controllers
- Position Navan's differentiated value proposition against legacy incumbents and competitive tools using Challenger-style discovery and objection handling
- Deliver compelling product demos and commercial proposals tailored to each customer’s T&E strategy and business goals
- Partner with executive leadership, product, and marketing to share customer feedback and influence roadmap priorities
- Consistently exceed monthly, quarterly, and annual expansion quotas
What We're Looking For:
- 4+ years of full-cycle SaaS sales experience with a track record of outperforming quota
- Experience selling to Finance, Accounting, or Procurement stakeholders—or a complex product that requires multi-threading and metric-supported business case creation
- Strong command of outbound prospecting and account planning within a defined customer base
- Ability to execute complex, multi-threaded deal cycles involving multiple stakeholders across varying levels of seniority
- Highly organized and capable of managing a large pipeline of opportunities across different stages and timelines
- Technically competent and confident running your own live product demos to a range of stakeholder personas
- Expertise in framing business value and driving urgency within existing customer relationships
- Strong collaboration and internal influence skills; comfortable working cross-functionally and navigating ambiguity
- Experience with sales methodologies like MEDDPICC, Challenger, or Command of the Message is a plus
- A growth mindset, high EQ, and a passion for redefining what world-class upsell sales looks like
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.
