Mid-Market Account Executive, M&E

Navan•Austin, TX

13h

About The Position

Navan is seeking a motivated, experienced Account Executive to generate pipeline, close new business, and deliver revenue using 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 the sales process from prospecting and discovery through signed order. The role sells Advanced Events, an AI-powered do-it-yourself event platform, and, where appropriate, managed planning services. Opportunities span eligible Navan customers and net-new accounts, with close partnership across Core Net New, account teams, and M&E specialists. The role requires managing event-driven opportunities with multiple stakeholders, variable scope, firm dates, and operational dependencies. The Account Executive qualifies and scopes the right solution for each customer, builds a value-based business case, maintains pipeline and forecasts, and coordinates a clear handoff to the M&E Account Manager and event planner. The Account Executive remains involved through launch and the initial event transaction, then works with the team on future opportunities without taking over delivery ownership.

Requirements

At least 2 years of experience in a full-cycle, closing sales role.
Demonstrated outbound prospecting skills and product-demonstration experience.
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 identifying a real event need, budget, timeline, champion, economic buyer, and decision process, and bringing in 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 using advanced AI builds.

Nice To Haves

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 pipeline of accounts with multiple event opportunities, using account signals, event intent and travel patterns where available, referrals, inbound interest, and targeted outbound research.
Lead discovery around event purpose, dates, locations, expected attendance, budget, stakeholders, decision process, sourcing needs, attendee travel, and internal planning capacity.
Qualify the appropriate solution for each opportunity, including room blocks, Advanced Events capabilities, managed planning, and execution; match scope to event complexity and customer needs.
Partner with the Core Net New team for net-new customers and coordinate with account owners before outreach to existing customers, following account-coverage rules.
Build a value-based business case, engage multiple stakeholders, and communicate Navan’s value proposition to decision-makers, including senior executives.
Engage people who plan, approve, fund, and attend events, including event and marketing leaders, executive assistants, travel managers, finance, procurement, and executive sponsors as relevant.
Scope managed-services opportunities with the M&E planning team, aligning on deliverables, attendee and supplier requirements, timing, pricing, payment milestones, operational capacity, 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.
Partner with Marketing, Sales Development, Growth, and Account Management to create opportunities and support successful 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 opportunities without duplicating delivery ownership.