Manager, Mid Market Account Management

Location:Palo Alto, CA or San Francisco, CA

Department:Account Management/Customer Success

As a Manager, Account Management - Mid-Market, you will recruit, lead, develop, coach, scale, and motivate a team of high performing, Mid-Market Account Managers.

The mission of Account Managers at Navan is to drive revenue by ensuring clients are happy, referenceable, and maximizing the value they take from the Navan platform.  They do this by building deep relationships with clients, functioning as trusted advisors, and partnering with clients to ensure they engage with our platform in an optimized way, and manage their entire T&E program through Navan. Our AMs also own onboarding, renewals, and cross-selling adjacent products from across our portfolio.   

As the leader of this team, your role is to build, lead, coach and inspire an elite, high performing team that exceeds its goals, delights its clients, adds to our culture, partners well with others, and is passionate about its mission and excited to come to work every day.   

What You’ll Do:

  • Identify, attract and retain top talent as you build a team of exceptional Mid-Market Account Managers
  • Develop, coach and inspire your team such that they’re aligned with our mission, goals and processes as a company, growing professionally in their careers, high-performing in their roles, and excited to come to work every day.
  • Meet or exceed revenue goals.
  • Manage a team that is responsible for all post-sales activity for Mid-Market customers through strong relationship-building, product knowledge, planning, and sales execution.
  • Oversee day-to-day activity of your team members and monitor performance goals while providing ongoing feedback, coaching, and guidance.
  • Connect Account Managers to key resources and clear roadblocks, enabling them to achieve and/or exceed their revenue goals.
  • Get in the weeds!  Become a true expert in our product, our industry, how we create value for our customers, and how we drive usage and cross sell.  Deeply understand Navan’s product offerings and competitive positioning.   Drive value directly in the market through frequent client interaction.
  • Ensure we are broadening our relationships within accounts - ensuring we have multiple champions across multiple teams and levels of client organizations. 
  • Develop and report revenue forecasts based on visibility into direct and partner pipeline on a monthly and quarterly basis
  • Travel to customer sites as appropriate. 

What We’re Looking For:

  • 3+ years of experience in Account Management, Sales, or related customer-facing position within a rapidly growing SaaS company
  • 2+ years experience and demonstrable as a sales leader/manager
  • Demonstrable track record of high performance and success.
  • Strong communication and presentation skills
  • Ability  to think strategically, problem solve, and effectively prioritize work and initiatives in a fast-paced, rapidly changing environment
  • Data driven mindset with attention to detail
  • High energy, go-getter with fresh ideas who takes the initiative to get things done
  • Highly intelligent, passionate, driven, high EQ, coachable individuals who are excited to build a high performing team, delight clients, drive revenue, build a generational company, and accelerate their careers. 
  • Bachelor’s degree preferred or similar work experience

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
$192,000—$240,000 USD

Navan About Us

Navan is the all-in-one solution that makes travel easy so you can focus on being there, not getting there. Say goodbye to spending hours on the phone trying to change your flight or saving stacks of receipts to manually input expenses. From EAs and finance teams to travel managers and employees, Navan empowers people to focus on the things that matter most to them — all while providing companies with real-time visibility, savings, and control.

Navan’s investors include such visionaries as Andreessen Horowitz, Lightspeed Ventures, Greenoaks, Zeev Ventures, and entrepreneurs Lee Fixel, Adam Bain, and Elad Gil. In Oct 2022, Navan announced its Series G upround at a post-money valuation of $9.2B to help accelerate future growth plans. In February 2022, Navan announced its acquisition of Berlin-based travel management company, Comtravo, which was closely followed by the addition of leading Scandinavian travel agency Resia AB, the group’s third acquisition in nine months following the acquisition of Reed & Mackay in May of 2021.

At Navan, we’re never satisfied with the status quo, and we know breakthrough ideas come from diverse perspectives. We are committed to cultivating a workplace that reflects the diversity of the customers we serve while fostering leadership and innovation. All voices are valued here and you’ll have the resources, tools, and training you’ll need to do the best work of your life.

Our Benefits

We realize benefits are important as they support keeping you at your best at all times. Our benefits are here for you if you get sick or hurt, help you save for now and later, encourage you to take time off work and travel, and provide perks specific to being a Navan employee both in and out of the office.

Workplace Policy

Navan believes in the value of in-person connections, whether that is sitting down to have lunch with one another, taking a walking 1:1, or collaborating in a room together. The connections forged through face-to-face interactions improves company culture and drives business results. Navan invests in office spaces that feel welcoming and offers perks such as lunches and happy hours to create a strong team environment to help you do your best work. We operate on a hybrid working model, which we define as three days a week or 12 days a month in-office. Please expect this policy for all roles that are tied to an office.

Equal Opportunity

Navan is an equal opportunity employer. We make all employment decisions based solely on merit. We provide equal employment opportunity to all applicants and employees without discrimination on the bases of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We prohibit any such discrimination or harassment. This policy applies to all terms and conditions of employment, including hiring.

Accommodations

Navan complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law. Navan will reasonably accommodate qualified individuals with a disability in connection with applications for employment as required by law.

If you need any assistance or accommodations due to a disability, you are welcome to email us at [email protected].

Candidate Privacy Notice

Please review Navan's Candidate Privacy Notice here.