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Director, Commercial Account Management – EMEA

Location: London, UK

Department: Account Management/Customer Success

Navan is looking for an exceptional Director, Commercial Account Management to scale and grow our Commercial segment across key EMEA markets. This is a highly visible, strategic, and cross-functional leadership role focused on driving revenue growth, maximizing customer value, and delivering world-class account management for our Commercial customer base.

You will lead a team of high-performing Managers responsible for the strategic post-sales relationships with our Commercial customers. The role includes managing three direct reports, overseeing the leaders for UKI, DACH, and France.

Your mission is to expand and optimize the Commercial segment, ensuring clients successfully launch/ implementation, adopt, and expand their use of the Navan platform, ultimately driving retention, revenue growth, and customer satisfaction.

This role reports directly to the Vice President, Account Management, EMEA and partners closely with Sales, Implementation, Product, Finance, Support, and Operations teams to deliver on revenue targets and an exceptional customer experience.

Your success will be measured by attainment of revenue and renewal targets, adoption KPIs, and the growth and health of the Commercial account base.

What You’ll Do

• Scale and lead the Commercial Account Management segment, building a high-performing team of Managers, Commercial Account Management
• Own all post-sales activities for Commercial accounts, including implementation (with the Implementation team), adoption, renewals, and expansion.
• Partner closely with Sales to ensure smooth handovers, fast onboarding, and alignment on success criteria for new accounts.
• Managing the team based on clear performance goals and KPIs for your team, ensuring accountability and alignment with Navan’s growth objectives.
• Act as an escalation point for key accounts and support Managers in coaching their teams to handle executive-level conversations and negotiations.
• Build strong cross-functional partnerships to advocate for Commercial customer needs and influence the product roadmap.
• Monitor and analyze portfolio performance, forecast revenue, and proactively address risk to ensure retention and expansion.
• Create and implement process improvements to enhance scalability, efficiency, and customer experience across the Commercial segment.
• Serve as a player-coach, modeling best practices for executive business reviews, adoption discussions, and value-based conversations.
• Foster a culture of collaboration, commercial excellence, and continuous learning within the team.
• Travel up to 30% for key customer meetings, launches, team meetings, and executive reviews.

What We’re Looking For

• 7+ years of experience in Account Management, Customer Success, Implementations, Sales or similar customer-facing roles within high-growth SaaS or technology companies.
• 3+ years of leadership experience, managing managers or large teams.
• Proven track record of scaling account management teams and achieving revenue and renewal targets.
• Strong experience in the travel and expense industry is highly preferred.
• Expertise with MEDDPICC or Command of the Message methodologies.
• Exceptional communication and relationship-building skills, including experience engaging with C-level executives.
• Strong project management, analytical, and problem-solving skills, with a bias for action.
• Paris-based role (or willing to relocate);
• Fluency in English required, French or German is a plus.

Navan is the leading all-in-one business travel and expense management solution 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.

Navan’s investors include visionaries like Andreessen Horowitz, Lightspeed Ventures, Greenoaks, Zeev Ventures, and entrepreneurs Lee Fixel, Adam Bain, and Elad Gil. Valued at $9.2B, Navan is well-positioned for continued growth as it continues its takeover of the travel and expense market.

In April 2023, Navan expanded in the Indian market with the acquisition of Tripeur, a modern, people-centric corporate travel and expense management company. The group’s fifth acquisition in under two years, Tripeur joined the Navan Group alongside Spanish meetings and events specialists, Atlanta Events & Corporate Travel Consultants; Berlin-based modern travel management company, Comtravo; leading Scandinavian travel agency Resia AB; and London-based high-touch TMC, Reed & Mackay — the latter of which remains a standalone brand.

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.

Navan provides a comprehensive benefits package tailored to support your well-being and financial security. Our offerings include generous medical plans, dental, and vision benefits with premiums covered by Navan, as well as various insurance options designed to cover each family's needs. We also prioritize your holistic wellness with perks like paid parental and bereavement leave, subsidized commuter benefits, mental health support, connectivity stipends, and even pet insurance.

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 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. Perks such as lunches and happy hours create a strong team environment to help you do your best work. We prioritize in-person connections and operate on a four-day-in-office work model. Please expect this policy for all roles that are tied to an office.

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.

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".