Making the Leap: How Professionals Across Industries Launch Sales Careers at Navan

No two career journeys are exactly alike — and at Navan, that’s exactly the point.

And if you’re considering a career change, you’re far from alone. A recent survey found that 58% of respondents said they’re looking to make a career change right now, and another 25% have already tried or successfully made a change recently.

Whether you’re considering making the leap from accounting, recruiting, consulting, or any other field, Navan’s sales development representative (SDR) program offers a launchpad for those ready to find purpose, growth, and success in tech sales.

This blog post spotlights real stories of Navan team members who began their careers far outside the world of B2B sales but found a home and a future in Navan’s industry-leading sales team.

From Salt Lake City and Austin to London and New York City, their stories show that your unique experience isn’t a barrier to success at Navan; it’s your springboard.

Patrick Kelley, senior director of sales development, based in Salt Lake City, Utah, recently celebrated his fifth anniversary at Navan.

But before he was crushing sales goals and leading a highly effective team at Navan, Kelley spent seven years at a leading nonprofit organization, with the majority of that time spent as the membership director.

While his career didn’t start in B2B tech sales, he attributes his success at Navan to his unique career path. “The skills learned there [in my previous role], selling B2C, running complex operations, and leading several teams were invaluable.”

The decision to leave his previous position wasn’t an easy one. For Kelley, making the leap required the perfect opportunity: a company with a high-growth trajectory, best-in-class product, and a clear path for career advancement.

While earning potential was a motivating factor in his decision, it really came down to the capacity for professional development for Kelley. “More than anything else, it was important for me to believe that I’d get lots of great coaching and mentorship to help limit my risk as a career changer,” he says about choosing Navan. “I got all of that and more here — everyone was eager to support.”

When asked what advice he would give to someone considering the switch to sales, Kelley said, “You have to consider whether it’s truly something you want to do and what motivators you have that will drive you to success. Without question, it’s a highly rewarding profession and Navan’s sales organization is a great place to make the career pivot.”

Zach Faulise, director of account management, based in Austin, TX, began his sales journey at Navan four years ago. Ready to leave behind the long hours at a top consulting firm, he was seeking a career that offered greater ownership and control over his professional trajectory.

“In consulting or at large companies, you’re confined to the same lane as everyone else,” he explains. “Sales is inherently meritocratic. That ability to take charge of my own success was what attracted me most.”

By making the move to Navan, Faulise says he was able to “take back ownership” of his career. “My paycheck reflects the work I put in. My career path reflects the relationships I’ve built,” he says about Navan.

For those unsure about making a career switch — or worried that the skills they’ve acquired so far won’t translate — Faulise offers the following advice: “Most sales reps grow up in sales organizations. They master the art of sales … but it’s also all they know. The most valuable perspective in a business is one that approaches problems in a new, unique way. When you transition into sales, that practical experience pays huge dividends throughout the sales process and internally with your team. That leads to larger paychecks and faster promotion cycles.”

Ben Burns, an account executive based in London, joined Navan following more than three years at a top consulting firm.

For Burns, the switch was motivated by his passion for creative problem solving. “I felt like I was always the villain in my previous role as an IT auditor, where I identified problems with their [customers’] current systems as part of the audit, but never solved them. I wanted a little more of the collaboration with people, where I can identify challenges, create a business need, and help solve it with the platform I’m selling.”

Navan’s unwavering commitment to prioritizing our customers and fostering a strong bias for action is what initially attracted him — and continues to inspire and challenge him every day.

After joining Navan two years ago as an SDR in San Francisco, Danielle Brown seized an exciting opportunity to transfer to the company’s New York City office, where she now serves as a commercial account manager.

Brown attributes much of her success at Navan to the years she spent as an audit and assurance professional assistant at a leading accounting firm. “One of the most valuable skills I’ve carried over is the ability to quickly understand a company’s financial goals. In audit, I assessed financial health and risks, which now helps me have strategic conversations with clients and align Navan’s solutions to their business objectives,” she says.

Although she was initially worried that strong cold-calling skills were a prerequisite for sales success, Danielle soon discovered that Navan values diverse career backgrounds. “What stood out to me was that my previous experience wasn’t seen as a limitation, but rather as a unique asset I could leverage in a sales role,” she explains.

Thinking back on her journey, Brown emphasizes the importance of joining a company that is actually having a positive impact on customers’ day-to-day lives. “With my accounting background, I saw firsthand how it could make a meaningful impact, helping finance and accounting teams drive efficiency and control spend.

Interested in learning more about the opportunities available across Navan’s Sales team?

Check out navan.com/careers to learn more.