Mid-Market Account Executive, M&E

Navan•New York, NY

13h•$180,000 - $240,000

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 may come from eligible Navan customers or net-new prospects. The Account Executive partners with Core Net New, account teams, and M&E specialists to bring customers’ event programs onto Navan. The role owns the full sales cycle and event-level pipeline, builds business cases, scopes managed-services opportunities with the M&E planning team, and maintains accurate Salesforce forecasts. Following a sale, the Account Executive coordinates handoff to the M&E Account Manager and event planner, stays engaged through launch and the initial event transaction, and partners on future opportunities without taking over delivery ownership. The posted annual compensation range is $180,000–$240,000 USD; for OTE roles, the range includes base salary and target incentive compensation.

Requirements

At least 2 years of experience in a full-cycle, closing sales role.
Demonstrated outbound prospecting skills, product-demo 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, uncovering both business outcomes and practical delivery requirements.
Strong discovery and qualification skills, including identifying a genuine 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.

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.
Training in a sales methodology such as MEDDPICC, SPIN, Challenger, or Command of the Message.
Familiarity with Salesforce, its MCP, and using advanced AI builds to increase productivity.

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, account-team referrals, inbound interest, and targeted outbound research.
Lead discovery on event purpose, dates, locations, expected attendance, budget, stakeholders, decision process, sourcing needs, attendee travel, and internal planning capacity.
Qualify the appropriate solution, from room blocks and Advanced Events capabilities to managed planning and execution, matching 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 before outreach 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 the people who plan, approve, fund, and attend events, including 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, following 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 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.