Mid-Market Account Executive, M&E

Navan•Austin, TX

18h

About The Position

Navan is seeking a motivated, experienced Account Executive to generate pipeline, close new business, and deliver revenue. The role uses a value-based sales approach and builds 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 event platform, and, where appropriate, managed planning services. The Account Executive works across eligible Navan customers and net-new opportunities, partnering with Core Net New, account teams, and M&E specialists to bring customers’ event programs onto Navan.

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 with 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 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

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 pipeline of accounts with multiple event opportunities.
Use account signals—including event intent and travel patterns where available, referrals from Navan account teams, inbound interest, and targeted outbound research—to identify opportunities.
Lead discovery around event purpose, dates, locations, expected attendance, budget, stakeholders, decision process, sourcing needs, attendee travel, and the customer’s internal planning capacity.
Qualify the appropriate solution for each opportunity, from room blocks and Advanced Events capabilities to managed planning and execution.
Match scope to event complexity and customer needs; do not position Advanced Events as a standalone sale without a clear use case and adoption plan.
For net-new customers, partner with the Core Net New team so event capabilities are connected to the broader Navan relationship.
For existing customers, coordinate with the account owner before outreach and follow established account-coverage rules.
Build a value-based business case, engage relevant 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 on deliverables, attendee and supplier requirements, timing, pricing, payment milestones, and operational capacity using 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 successful customer outcomes.
Coordinate a clear 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.