Navan is seeking a Senior Manager of Deal Strategy to collaborate closely with our sales team in driving deal negotiations. This role is responsible for managing complex contract negotiations, aligning customer needs with Navan's strategic priorities, and partnering with internal sales and business teams throughout the contract signing process.

What You’ll Do:

Develop in-depth knowledge of Navan licensing and pricing models to provide deal structuring and quoting support to our global sales teams
Work with the sales team to find a way to meet customers’ needs while adhering to Navan selling policies
Be a critical enabler of deal formation and execution, focusing on minimizing sales cycle times while optimizing revenue, profitability, and market share based on business priorities
Actively negotiate deals directly with the customer as needed
Work cross functionally across various stakeholder groups including legal, contracts, sales operations, order management, revenue, finance and product management
Drive best practices to increase sales efficiency and effectiveness via deal reviews, early checkpoint and enforcement of standard business practices and policies
Assist with non-standard deal requests, structuring sophisticated deals, driving cross-functional and cross solution teamwork and ensure revenue recognition requirements are handled
Develop and support metrics and processes to improve business visibility and consistency of practices across geographies
Overseeing deal financials, pricing, business risk, revenue recognition implication

What We’re Looking For:

Business degree and/or JD/ MBA
7 + years of software industry experience (Deal Desk, Finance, Sales Operations experience preferred)
Customer facing experience
Strong eye for business and proven track record in commercial negotiations
Self-motivated and able to work under pressure; diligent with deliverables and deadlines, able to multitask
Solid understanding of software revenue recognition principles
Deep understanding of commercial law and experience in contract management
Excellent interpersonal skills – verbal and written
Strong analytical skills along with the ability to demonstrate practical judgment in sophisticated situations
Strong leadership and collaboration skills, with the ability to interact regularly with senior management
Proficient knowledge of Salesforce, CPQ
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**$132,000**—$215,000 USD