Commercial Account Executive, M&E

Navan•Los Angeles, CA

About The Position

Navan is seeking a motivated, experienced Account Executive to generate pipeline, close new business, and deliver revenue through a value-based sales approach and trusted relationships with decision-makers at established companies. The M&E Account Executive turns meetings and event demand into successful Navan Events programs, owning sales from prospecting and discovery through a signed order. The role sells Advanced Events, an AI-powered event platform, and, where appropriate, managed planning services. Opportunities include eligible Navan customers and net-new prospects, with coordination across Core Net New, account teams, and M&E specialists. The role owns the full sales cycle, qualifies event solutions according to customer needs and complexity, builds business cases, and coordinates managed-services scope with the M&E planning team. It maintains accurate pipeline and forecasts, tracks event-level performance, and collaborates with cross-functional teams. After sale, the Account Executive hands off to the M&E Account Manager and event planner, remaining engaged through launch and the initial event transaction. Navan uses the AI-assisted Automated Employment Decision Tool Metaview to help evaluate resumes against job qualifications. The tool does not automatically reject candidates or make final hiring decisions; recruiters and hiring managers review outputs and make all final decisions. Candidates may request a human evaluation without AI assistance, and this choice will not affect their candidacy evaluation. The Candidate Privacy Notice provides more information about personal-data processing and candidate rights.

Requirements

At least 2 years of experience in a full-cycle, closing sales role.
Demonstrated outbound prospecting skills, product-demonstration experience, and a record of meeting or exceeding sales goals.
Ability to manage event-driven opportunities involving multiple stakeholders, variable scope, firm dates, and operational dependencies.
Strong discovery and qualification skills, including the ability to identify a genuine event need, budget, timeline, champion, economic buyer, and decision process, and to involve appropriate specialists early.
Strong communication and relationship-building skills; self-starter who is agile, coachable, collaborative, and motivated to keep learning.
Bachelor’s degree or equivalent work experience.
Familiarity with Salesforce, its MCP, and use of advanced AI builds.

Nice To Haves

Sales experience in SaaS or a similar environment.
Experience selling meetings, events, event technology, venue or hotel sourcing, travel, hospitality, or related services.
Understanding of how event decisions, budgets, and delivery constraints come together.
Training in a sales methodology such as MEDDPICC, SPIN, Challenger, or Command of the Message.

Responsibilities

Own the full sales cycle, from outbound prospecting and cold outreach through discovery, product demonstrations, proposals, negotiation, and close.
Build and manage a qualified account pipeline with multiple event opportunities, using event intent and travel patterns where available, account-team referrals, inbound interest, and targeted outbound research.
Lead discovery on event purpose, dates, locations, attendance, budget, stakeholders, decision process, sourcing needs, attendee travel, and internal planning capacity.
Qualify and recommend suitable solutions, including room blocks, Advanced Events, and managed planning and execution; match scope to event complexity and customer needs.
For net-new customers, partner with the Core Net New team to connect event capabilities to the broader Navan relationship; for existing customers, coordinate with the account owner and follow account-coverage rules.
Build value-based business cases, engage multiple stakeholders, and communicate Navan’s value proposition to decision-makers, including senior executives.
Engage event and marketing leaders, executive assistants, travel managers, finance, procurement, and executive sponsors as appropriate.
Scope managed-services opportunities with the M&E planning team, aligning deliverables, attendee and supplier requirements, timing, pricing, payment milestones, and operational capacity within approved packages and contracting processes.
Maintain accurate pipeline and revenue forecasts in Salesforce, meet agreed revenue goals, and use prospecting and sales tools effectively.
Track event-level pipeline and role measures, such as qualified event volume, expected GBV or platform-fee revenue, signed business, launch readiness, and validated event outcomes; follow the approved M&E compensation plan for quota and crediting.
Partner with Marketing, Sales Development, Growth, and Account Management to create opportunities and support customer outcomes.
Coordinate post-sale handoff to the M&E Account Manager and event planner; stay engaged through launch and the initial event transaction, then partner on future event opportunities without duplicating delivery ownership.