Enterprise Customer Success Manager

As an Enterprise Customer Success Manager, you will be the trusted advisor and business owner for a portfolio of Navan's most strategic enterprise customers. You will be accountable for protecting long-term partnerships, delivering revenue performance, accelerating launch and adoption, and ensuring customers realize measurable value across Travel, Expense, and Payments.

You will translate customer priorities into joint success plans, build durable executive relationships, and orchestrate teams across Sales, Launch, Product, Engineering, Support, Finance, and regional operations. This role requires a commercially minded operator who can use data to identify what changed, distinguish risk from noise, and mobilize the right people around the highest-impact actions.

What You'll Do:

Own post-sale outcomes across an assigned enterprise portfolio, with primary accountability for logo retention, revenue attainment, customer health, and durable partnership value.
Build multi-year account strategies and joint success plans that connect customer business objectives to measurable adoption, value realization, renewal, and expansion outcomes.
Accelerate customers from closed-won to launch, targeting launch within 90 days when scope permits and creating clear ownership for timelines, dependencies, and decisions.
Drive customers toward full adoption within five months of launch and full realization by approximately month eight, adapting the plan to customer scope and complexity.
Develop trusted, multi-threaded relationships with customer executives and leaders across Travel, Expense, Procurement, Finance, HR, Technology, Security, and regional teams.
Lead EBRs, QBRs, steering committees, and executive conversations focused on value delivered, decisions required, emerging risks, and forward commitments.
Maintain a reliable command of portfolio revenue, forecast, adoption, health, renewal timing, open commitments, and expansion pipeline; communicate changes and recommended actions clearly.
Identify and advance expansion opportunities across products, employee populations, business units, and geographies in partnership with Sales and solution teams.
Improve portfolio economics by understanding the drivers of yield, hotel mix, negotiated-rate strategy, gross margin, Expense adoption, card spend, and interchange.
Surface customer risk early, create recovery plans, and lead cross-functional resolution of implementation, product, support, commercial, and relationship issues.
Represent a synthesized customer voice internally and strengthen the broader Strategic Enterprise organization through reusable insights, playbooks, mentoring, and case studies.Improve upon our existing approaches to customer engagement and account management leveraging our CS platform

What We're Looking For:

7+ years of experience in enterprise customer success, strategic account management, consulting, revenue leadership, or a comparable customer-facing role.
A demonstrated record of retaining and growing complex enterprise relationships while delivering measurable commercial, adoption, and customer outcomes.
Experience leading global or highly matrixed customers with multiple products, regions, stakeholders, and executive sponsors.
Strong financial and analytical acumen, including the ability to interpret revenue, forecast, adoption, unit economics, margin, and expansion data.
Executive presence and communication skills that are concise, credible, commercially grounded, and effective in high-stakes situations.
Exceptional judgment, ownership, prioritization, and resilience in a fast-paced environment with competing customer and business priorities.
Demonstrated ability to influence senior internal and external stakeholders, create accountability, and lead through ambiguity without formal authority.
Bachelor's degree preferred or equivalent practical experience; willingness to travel for strategic customer engagements as business needs require.

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

$146,250—$195,000 USD

Navan uses AI-assisted Automated Employment Decision Tool (Metaview) to assist with evaluating resumes against job qualifications for this role. All final decisions are made by human recruiters and hiring managers.

Human oversight: Metaview does not automatically reject candidates or make final hiring decisions. Our recruiters and hiring managers review all outputs and make the final hiring decision regarding every application.

Your rights: If you prefer to have your application reviewed without AI assistance, you may request a human evaluation by entering your email here. Your decision to do so will not affect how your candidacy is evaluated.

Please refer to our Candidate Privacy Notice for more information about our processing of personal data, and your rights.

About Navan

Navan (Nasdaq: NAVN) is the global AI-powered business travel and expense platform that makes travel easy for frequent travelers. From finding flights and hotels, to automating expense reconciliation, with 24/7 support along the way, Navan delivers an intuitive experience travelers love and finance teams rely on. See how Navan customers benefit and learn more at navan.com.

Culture of Excellence

Our team is our competitive edge — a high-performance group of smart, driven people committed to winning together. This dedication to excellence is why we’ve been recognized as a Best Place to Work by Built In (2023–2026), a G2 Best Global Software Company (2025–2026), Forbes Cloud 100 (2022–2025), and CNBC Disruptor 50 (2022–2025). At Navan, we provide an environment where top talent excels, offering the autonomy and fast-paced trajectory needed to build a defining career and do the best work of your life.

Our Benefits

Navan offers a comprehensive benefits program designed to support your well-being, financial security, and life outside of work. Our benefits, thoughtfully tailored by country to meet local needs, include healthcare coverage, insurance offerings, and wellness resources for you and your family.

We support long-term financial growth through retirement savings programs and opportunities to participate in our equity plans, so you can share in Navan’s success. To promote balance, we offer flexible time off, country-specific holidays, and paid parental leave for all new parents. Additional benefits include connectivity and commuting support*, mental health resources, and exclusive travel-related perks. Wherever you’re based, our benefits evolve with you.

Workplace Policy

Navan believes in the value of in-person connections, whether that’s 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 improve company culture and drive business results. Navan invests in global office spaces — in the U.S., Europe, and Asia, among others — that feel welcoming. In-office perks such as company-provided lunches and happy hours create a strong team environment to help you do your best work. Our employees work from the office four days a week. 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 talent-accommodations@navan.com.

Candidate Privacy Notice and Use of AI

As part of the recruitment process, certain personal data may be processed using automated tools, including tools that use AI. For details on how Navan collects and uses your personal data, please review Navan's Candidate Privacy Notice here.

Job Search Best Practices

We have been made aware of recruitment scams involving fraudulent attempts to lure job seekers into sending money or personal information in return for fake job offers or coerce them into purchasing equipment by electronic funds transfer (Zelle, Venmo, etc.) Legitimate Navan recruiters will never ask for money in any recruitment or onboarding activities. All available job openings at Navan will be posted on Navan’s website and all Navan recruiters will be reachable through an email address ending in “@navan.com” or “@navan.tech” or "@talent.navan.com".

*Applies to select locations.