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Navan is seeking a Director 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
- Establish 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
- 10 + 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
- Great leadership and collaboration skills
- 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
$172,000—$265,000 USD
Navan Palo Alto, California, USA Office
3045 Park Blvd, Palo Alto, CA, United States, 94304
Navan San Francisco, California, USA Office
181 Fremont St. 23rd Floor , San Francisco, CA, United States, 94105
What you need to know about the San Francisco Tech Scene
San Francisco and the surrounding Bay Area attracts more startup funding than any other region in the world. Home to Stanford University and UC Berkeley, leading VC firms and several of the world’s most valuable companies, the Bay Area is the place to go for anyone looking to make it big in the tech industry. That said, San Francisco has a lot to offer beyond technology thanks to a thriving art and music scene, excellent food and a short drive to several of the country’s most beautiful recreational areas.
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
