Director, Meetings & Events – Sales & Account Management

As Director, Meetings & Events – Sales & Account Management, you will lead the commercial strategy and execution for Navan’s M&E business across new and existing customers. You will manage and scale a high-performing team of sellers and account managers, driving net-new revenue, retention, and expansion across strategic accounts. This is a highly visible leadership role with direct ownership of revenue and a meaningful impact on Navan’s growth trajectory. You’ll partner cross-functionally to bring a unified, platform-led solution to market and elevate the customer experience.

What You’ll Do

• Own and execute the commercial strategy for Meetings & Events across sales and account management, including revenue, margin, retention, and expansion targets
• Lead and scale a high-performing team focused on winning new business and growing strategic enterprise and mid-market accounts
• Build and drive pipeline strategy, territory plans, and integrated sales plays aligned with Navan’s broader Travel & Expense motion
• Oversee complex deals, including RFPs, executive presentations, and contract negotiations to drive long-term, profitable growth
• Partner with account teams and customers to optimize M&E programs, drive renewals, and unlock expansion opportunities across Navan’s platform
• Establish structured governance with key customers (e.g., QBRs, success plans, KPIs) to ensure strong retention and customer outcomes
• Collaborate cross-functionally with Marketing, Product, Operations, and Revenue teams to drive demand, inform product strategy, and ensure seamless delivery
• Develop repeatable playbooks, processes, and best practices to scale the M&E business globally
• Own forecasting, reporting, and pipeline health, ensuring strong CRM discipline and visibility into performance
  
  

What We’re Looking For

• Proven experience leading sales and/or account management teams in a B2B environment, with consistent achievement against revenue and growth targets
• Track record of winning and expanding complex, enterprise-level accounts with multiple stakeholders
• Strong commercial acumen, including experience with deal strategy, pricing, and contract negotiation
• Ability to operate cross-functionally and influence senior stakeholders in a fast-paced, high-growth environment
• Data-driven mindset with the ability to use insights to inform strategy, forecasting, and performance optimization
  
  

The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity.For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.

Pay Range: $210,000 USD - $280,000 USD