Mid-Market Account Executive, Upsell/Expansion

Navan•New York, NY

62d

About The Position

As an Expense Account Executive at Navan, you will join a high-performing, specialized team responsible for supporting over 3,000 active customers. Your mission is to help finance and accounting leaders optimize their travel and expense (T&E) programs through Navan's powerful global expense management platform, reimbursement engine, and integrated corporate card technology. This is a quota-carrying role focused on revenue expansion within a strategic portfolio of existing accounts. You'll leverage deep discovery, multi-threaded relationship building, and value-based storytelling to unlock whitespace and drive adoption across Navan Expense and Payments solutions. This is a rare opportunity to be at the forefront of transforming how modern finance teams operate.

Requirements

4+ years of full-cycle SaaS sales experience with a track record of outperforming quota
Experience selling to Finance, Accounting, or Procurement stakeholders-or a complex product that requires multi-threading and metric-supported business case creation
Strong command of outbound prospecting and account planning within a defined customer base
Ability to execute complex, multi-threaded deal cycles involving multiple stakeholders across varying levels of seniority
Highly organized and capable of managing a large pipeline of opportunities across different stages and timelines
Technically competent and confident running your own live product demos to a range of stakeholder personas
Expertise in framing business value and driving urgency within existing customer relationships
Strong collaboration and internal influence skills; comfortable working cross-functionally and navigating ambiguity
A growth mindset, high EQ, and a passion for redefining what world-class upsell sales looks like

Nice To Haves

Experience with sales methodologies like MEDDPICC, Challenger, or Command of the Message is a plus

Responsibilities

Own a defined book of high-potential Navan customers and drive net-new revenue across Expense and Payments products
Lead strategic sales cycles from prospecting through close, collaborating cross-functionally with Account Managers, Customer Success, and Product Marketing
Create tailored account action plans to identify expansion opportunities, influence decision-makers, and execute against growth targets
Build deep, multi-threaded relationships within Finance, Accounting, and Procurement-earning the right to become a trusted partner to CFOs and Controllers
Position Navan's differentiated value proposition against legacy incumbents and competitive tools using Challenger-style discovery and objection handling
Deliver compelling product demos and commercial proposals tailored to each customer's T&E strategy and business goals
Partner with executive leadership, product, and marketing to share customer feedback and influence roadmap priorities
Consistently exceed monthly, quarterly, and annual expansion quotas

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