Regional Director, Mid-Market Sales, Expense
Description
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:
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Team Leadership: Recruit, develop, and retain a team of A-player Commercial & Mid-Market Account Executives, fostering a high-performance sales culture.
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Revenue Growth: Drive pipeline generation, new logo acquisition, and expansion opportunities within existing accounts.
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Sales Execution: Ensure the team effectively executes the MEDDPICC sales process to qualify, advance, and close enterprise deals.
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Customer Focus: Build strong relationships with CFOs and senior finance leaders, positioning our solutions as mission-critical to their financial strategy.
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Coaching & Development: Provide hands-on coaching, deal strategy guidance, and continuous skill development for AEs.
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Forecasting & Reporting: Own accurate forecasting and pipeline management, leveraging data-driven insights to drive predictability.
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Collaboration: Work cross-functionally with Marketing, Product, and Customer Success to refine messaging, drive demand, and ensure customer success.
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Growth Mindset: Instill a culture of accountability, innovation, and continuous improvement within the sales organization.
What We're Looking For:
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3+ years of SaaS sales leadership experience, with a track record of exceeding targets.
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Strong experience selling to CFOs and finance executives in large organizations.
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Deep understanding of complex sales cycles and methodologies (e.g., MEDDPICC).
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Proven ability to hire, develop, and lead high-performing Commercial & Mid-Market AEs.
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Exceptional coaching and deal execution skills, with a passion for talent development.
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Strong analytical mindset and ability to leverage data for decision-making.
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Excellent communication, negotiation, and executive presence.
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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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Your rights: If you prefer to have your application reviewed without AI assistance, you may request a human evaluation by entering your email here. Your decision to do so will not affect how your candidacy is evaluated.
Please refer to our Candidate Privacy Notice for more information about our processing of personal data, and your rights.
Skills
As published by greenhouse · 7 questions
Basics
First Name, Last Name, Preferred First Name, Email, Phone, Resume/CV, Cover Letter, Location
Short answers (3)
- Website optional
- How did you hear about this job?
- LinkedIn Profile
Pick from a list (4)
- Are you currently eligible to work in the country outlined for this position, and authorized to work for Navan on an ongoing indefinite basis?
- Will you now or in the future require sponsorship by Navan to attain or maintain your employment eligibility?
- This role operates on a hybrid work model, requiring you to work from one of our global offices 4 days per week (including 2 Fridays each month). Are you comfortable with this policy, and are you currently located at, or willing to relocate to, one of our office locations?
- Have you ever been employed by, applied to, or are you currently employed by Navan or any of its affiliated or group companies (Reed & Mackay)?
