Mid-Market Account Executive, Expense

As a Mid-Market Account Executive at Navan, your primary responsibility is to drive net-new revenue across Expense and Payments products. You'll manage a book of high-potential customers, leading strategic sales cycles from prospecting to closing deals, and collaborating with cross-functional teams to ensure customer satisfaction and retention. You'll also create tailored action plans, fostering deep relationships with finance and accounting stakeholders.

Candidates for the Mid-Market Account Executive position at Navan should have at least 4 years of full-cycle SaaS sales experience, particularly in selling to finance, accounting, or procurement stakeholders. A strong record of meeting or exceeding quotas is crucial, along with experience in account planning, multi-threading deal cycles, and technical competence to deliver product demos.

Navan is dedicated to employee development and success. As a Mid-Market Account Executive, you’ll receive continuous training and mentorship to refine your sales strategies and techniques. The company encourages a growth mindset and offers resources to enhance your skills, preparing you for future leadership roles within the organization.

A typical day for a Mid-Market Account Executive at Navan includes prospecting for new opportunities, conducting product demonstrations, and engaging with current customers to identify expansion potential. You’ll collaborate with various internal teams, plan account strategies, and work toward meeting your monthly, quarterly, and annual sales quotas.

The compensation for a Mid-Market Account Executive at Navan varies based on experience, skills, and market demand. The pay range is between $168,000—$210,000 USD and can include base salary along with target incentive compensation. Exceeding sales targets can lead to higher earnings, providing great opportunities for growth and recognition.

Building relationships with decision-makers in finance and accounting involves understanding their unique challenges and aligning Navan’s solutions with their goals. Start by asking insightful questions, listen actively, and tailor your communication style to resonate with their priorities.

My experience in SaaS sales has provided me with valuable insights into managing complex sales cycles. I've developed skills in prospecting, account planning, and delivering compelling product demonstrations, all of which are essential for a successful Mid-Market Account Executive at Navan.

To identify expansion opportunities, I would perform a thorough analysis of the client's current usage of Navan's products, and regularly engage in discussions to uncover additional needs or pain points. This involves actively listening and asking open-ended questions to encourage dialogue.

Managing a large pipeline requires a high level of organization and prioritization. I utilize CRM tools to track leads and set reminders for follow-ups. By reviewing my pipeline regularly, I can identify which opportunities need immediate attention while strategizing for long-term growth.

Delivering effective product demonstrations involves tailoring the presentation to the client's specific needs and showcasing how Navan can address their challenges. I focus on storytelling to demonstrate value and encourage interaction, making the demo a two-way conversation.

Adapting my sales techniques across different seniority levels requires understanding their decision-making processes. With C-suite executives, I emphasize strategic business value, while with operational roles, I focus on practical applications and efficiency improvements. Tailoring my messaging ensures effective communication.

I have utilized sales methodologies like MEDDPICC and Challenger to enhance my sales effectiveness. MEDDPICC helps me in evaluating and strategizing deals, while the Challenger approach enables me to teach clients the value of Navan's solutions and challenge their conventional thinking.

During tough sales periods, I maintain motivation by focusing on my long-term goals and reflecting on past successes. I also ensure I remain engaged with colleagues for support and celebrate small victories to build momentum toward larger targets.

Feedback is an essential component of my sales process. I regularly seek input from customers and colleagues to improve my approach and adapt strategies. Additionally, I foster open communication with clients to ensure their needs are being met correctly.

I am driven to work at Navan because of its innovative expense management solutions that genuinely transform financial operations. The opportunity to work with finance leaders and drive meaningful change excites me, and I believe my skills align perfectly with the visionary goals of Navan.