Bridging the Gap: Inside Navan’s Talent Accelerator Program

In the world of tech sales, the transition from sales development representative (SDR) to account executive (AE) is often described as a “sink or swim” moment. At many companies, new AEs are thrown into the fire with a fresh quota and little more than a “Good luck.”

At Navan, we do things differently. We created the Talent Accelerator Program (TAP), a 3-month bridge program designed to transform high-potential SDRs into elite AEs. We believe top talent exists within our own employee base, and setting them up for success is a top priority.

TAP is a three-month intensive program designed to bridge the gap between sourcing leads and closing deals. It provides SDRs with practical opportunities, mentorship, and real-world experience they need to hit the ground running on day one of their new roles.

Real-World Experience, Real-Time Feedback

Unlike traditional enablement programs that rely on “book learning,” TAP is grounded in practical application. Participants manage a book of business and run commercial-size deals under the direct, full-time mentorship of Zachary Gino. Both the TAP Leader and a President’s Club-winning Enterprise AE, Zachary provides expert coaching through every stage of the deal.

“The program was founded to expedite this career path,” explained Zachary. “What we’re doing in TAP is taking soft skills, competitive knowledge, and industry knowledge and applying them to real life. It builds the confidence that closing business isn't just something they can do — it’s something they have already done.”

The results speak for themselves. Sheila Darbani, VP of Commercial Sales in North America, has seen a direct impact on her team’s performance. “Prior to TAP, we would promote SDRs directly,” she said. “Now, they join the team ‘deal-ready.’ We recently had a rep join from TAP who closed his first deal in his very first month — something we rarely saw in the past.”

Practice Makes Perfect

The leap from SDR to AE involves a steep learning curve. While SDRs focus on creating pipeline and handing off meetings, AEs must navigate the full sales cycle — from discovery to negotiation and the final signature.

“There’s a very big moat between being an SDR and being an account executive,” said Eli Lieberman, a Navan commercial account executive who recently completed the program. “TAP has been a bridge over this moat. It gives you the development and support you need to feel comfortable having those human conversations with prospects.”

For Ethan Kaufman, another TAP graduate, the program provided a level of accountability he hadn’t experienced before. “The biggest surprise was the large number of ‘at-bats’ you get with real prospects right out of the gate,” he said. “This program allows you to transition to owning your own pipeline from A to Z.”

A Culture of Promoting From Within

TAP isn’t just a training module — it’s a reflection of Navan’s core philosophy: Invest in people. Michael Sindicich, President of Navan, started as the company’s first salesperson nearly a decade ago and has seen firsthand how internal growth fuels the business.

“When we interview for SDRs, we’re interviewing for future public company leaders,” said Michael. “We always look internally first. It makes sense to promote people who already know our culture, our products, and our customers.”

Our commitment to growth is best seen in our leadership team; there are countless examples of leaders across the company who began their careers in Sales Development.

The Power of Collaboration

This intensive program is far from a solo journey. The TAP environment is built on a foundation of radical transparency and support.

Whether the ultimate goal is to lead a sales team, pivot to another area of the business, or even start your own business one day, TAP provides the business acumen and relationship-building skills necessary for long-term success.

With a culture rooted in meritocracy and world-class enablement, our SDR organization is a launchpad for a sales career. Ready to join a team that invests in your growth as much as you do? Come join us!