What are the responsibilities and job description for the Manager, Mid-Market Account Management position at Navan?
As a Manager, Account Management - Mid-Market, you will recruit, lead, develop, coach, scale, and motivate a team of high-performing, Mid-Market Account Managers.
The mission of Account Managers at Navan is to drive revenue by ensuring clients are happy, referenceable, and maximizing the value they take from the Navan platform. They do this by building strong champions in their accounts, optimizing the way their clients use our products, and expanding client adoption of our platform and product portfolio.
Our AMs function as CEOs of their accounts - owning the full account lifecycle, including launch, onboarding, adoption, renewal, and cross-selling adjacent products, partnering with various internal teams as appropriate.
As the leader of this team, your role is to build, lead, coach and inspire an elite, high-performing team that exceeds its revenue goals, delights its clients, adds to our culture, partners well with others, and is passionate about its mission and excited to come to work every day. Recruit. Develop. Execute.
What You’ll Do
The mission of Account Managers at Navan is to drive revenue by ensuring clients are happy, referenceable, and maximizing the value they take from the Navan platform. They do this by building strong champions in their accounts, optimizing the way their clients use our products, and expanding client adoption of our platform and product portfolio.
Our AMs function as CEOs of their accounts - owning the full account lifecycle, including launch, onboarding, adoption, renewal, and cross-selling adjacent products, partnering with various internal teams as appropriate.
As the leader of this team, your role is to build, lead, coach and inspire an elite, high-performing team that exceeds its revenue goals, delights its clients, adds to our culture, partners well with others, and is passionate about its mission and excited to come to work every day. Recruit. Develop. Execute.
What You’ll Do
- Meet or exceed revenue goals
- Get in the weeds! Become a true expert in our product, our industry, how we create value for our customers, and how we drive usage and cross sell. Drive value directly in the market through frequent client interaction. Be on the frontlines with your team!
- Identify, attract and retain top talent as you build a team of exceptional MidMarket Account Managers
- Develop, coach and inspire your team such that they’re aligned with our mission, goals and processes as a company, growing professionally in their careers, high-performing in their roles, and excited to come to work every day.
- Build a culture of accountability, engagement and overperformance.
- Partner effectively with cross-functional partners including Sales, Product, Support, Finance and Operations.
- Manage a team that is responsible for all post-sales activity for MidMarket customers through strong relationship-building, product knowledge, planning, and sales execution.
- Oversee day-to-day activity of your team members and monitor performance goals while providing ongoing feedback, coaching, and guidance.
- Connect Account Managers to key resources and clear roadblocks, enabling them to achieve and/or exceed their revenue goals.
- Ensure we are broadening our relationships within accounts - ensuring we have multiple champions across multiple teams and levels of client organizations.
- Travel to customer sites as appropriate.
- ~3 years of experience as an individual contributor in Account Management, Sales, or related customer-facing position within a rapidly growing SaaS company; or within the corporate travel industry.
- 2 years experience and demonstratable competence as a leader/manager in a high growth SaaS company, within Account Management, CS, or Sales
- Demonstratable track record of high performance and success.
- Strong communication and presentation skills
- Ability to think strategically, problem solve, and effectively prioritize work and initiatives in a fast-paced, rapidly changing environment
- Data driven mindset with attention to detail
- High energy, go-getter with fresh ideas who takes the initiative to get things done
- Highly intelligent, passionate, driven, high EQ, coachable individuals who are excited to build a high performing team, delight clients, drive revenue, build a generational company, and accelerate their careers.
- Mindset of extreme ownership and accountability
- Bachelor’s degree preferred or similar work experience