About the role
We are looking for a strategic and results-driven Regional Director to join our expanding EMEA Commercial & Mid-Market Upsell Sales team. This is a first-line leadership role responsible for driving net-new logo acquisition, cross-sell, and up-sell initiatives across enterprise accounts. The ideal candidate thrives in high-growth environments, has a strong grasp of complex sales methodologies like MEDDPICC, and excels in recruiting, coaching, and developing top-tier sales talent.
What You'll Do
- Team Leadership: Recruit, develop, and retain a team of A-player Commercial & Mid-Market Account Executives, fostering a high-performance sales culture.
- Revenue Growth: Drive pipeline generation, new logo acquisition, and expansion opportunities within existing accounts.
- Sales Execution: Ensure the team effectively executes the MEDDPICC sales process to qualify, advance, and close enterprise deals.
- Customer Focus: Build strong relationships with CFOs and senior finance leaders, positioning our solutions as mission-critical to their financial strategy.
- Coaching & Development: Provide hands-on coaching, deal strategy guidance, and continuous skill development for AEs.
- Forecasting & Reporting: Own accurate forecasting and pipeline management, leveraging data-driven insights to drive predictability.
- Collaboration: Work cross-functionally with Marketing, Product, and Customer Success to refine messaging, drive demand, and ensure customer success.
- Growth Mindset: Instill a culture of accountability, innovation, and continuous improvement within the sales organization.
What We're Looking For
- 3+ years of SaaS sales leadership experience, with a track record of exceeding targets.
- Strong experience selling to CFOs and finance executives in large organizations.
- Deep understanding of complex sales cycles and methodologies (e.g., MEDDPICC).
- Proven ability to hire, develop, and lead high-performing Commercial & Mid-Market AEs.
- Exceptional coaching and deal execution skills, with a passion for talent development.
- Strong analytical mindset and ability to leverage data for decision-making.
- Excellent communication, negotiation, and executive presence.
- High-growth, scale-up experience preferred; growth mindset required.
Navan uses AI-assisted Automated Employment Decision Tool (Metaview) to assist with evaluating resumes against job qualifications for this role. All final decisions are made by human recruiters and hiring managers.
Human oversight: Metaview does not automatically reject candidates or make final hiring decisions. Our recruiters and hiring managers review all outputs and make the final hiring decision regarding every application.
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