Mid Market Account Executive - M&E

Navan is seeking a motivated, experienced Account Executive to generate pipeline, close new business, and deliver revenue. The role uses a value-based sales approach and builds trusted relationships with decision-makers at established companies.

As an M&E Account Executive, you will turn meetings and event demand into successful Navan Events programs. You will own the sales process from prospecting and discovery through a signed order, selling Advanced Events (think: DIY AI-powered event platform) and, where appropriate, managed planning services (think: a professional event agency). You will work across eligible Navan customers and net-new opportunities, partnering with Core Net New, account teams, and M&E specialists so customers bring their event program onto Navan.

What You’ll Do:

• Own the full sales cycle, from outbound prospecting and cold outreach through discovery, product demonstrations, proposal, negotiation, and close.
• Build and manage a qualified pipeline of accounts with multiple event opportunities. Use account signals, including event intent and travel patterns where available, referrals from Navan account teams, inbound interest, and targeted outbound research.
• Lead discovery around the event portfolio: purpose, dates, locations, expected attendance, budget, stakeholders, decision process, sourcing needs, attendee travel, and the customer’s internal planning capacity.
• Qualify the right solution for each opportunity, from room blocks and Advanced Events capabilities to managed planning and execution. Match scope to event complexity and customer needs; do not position Advanced Events as a standalone sale without a clear use case and adoption plan.
• For net-new customers, partner with the Core Net New team so event capabilities are connected to the broader Navan relationship. For existing customers, coordinate with the account owner before outreach and follow established account-coverage rules.
• Build a value-based business case, multi-thread across relevant stakeholders, and clearly communicate Navan’s value proposition to decision-makers, including senior executives.
• Engage the people who plan, approve, fund, and attend events. Depending on the customer, this may include event and marketing leaders, executive assistants, travel managers, finance, procurement, and executive sponsors.
• Scope managed-services opportunities with the M&E planning team. Align on deliverables, attendee and supplier requirements, timing, pricing, payment milestones, and operational capacity using approved packages and contracting processes.
• Maintain accurate pipeline and revenue forecasts in Salesforce, meet agreed revenue goals, and use prospecting and sales tools effectively.
• Track event-level pipeline and the measures adopted for the role, such as qualified event volume, expected GBV or platform-fee revenue, signed business, launch readiness, and validated event outcomes. Quota and crediting should follow the approved M&E compensation plan.
• Partner with Marketing, Sales Development, Growth, and Account Management to create opportunities and support successful customer outcomes.
• Coordinate a clear post-sale handoff to the M&E Account Manager and event planner. Stay engaged through launch and the initial event transaction, then partner on future event opportunities without duplicating delivery ownership.

What We’re Looking For:

• 2+ years of experience in a full-cycle, closing sales role, ideally in SaaS or a similar environment.
• Demonstrated outbound prospecting skills, product-demo experience, and a record of meeting or exceeding sales goals.
• Experience selling meetings, events, event technology, venue or hotel sourcing, travel, hospitality, or related services is strongly preferred. We value candidates who understand how event decisions, budgets, and delivery constraints come together.
• Ability to manage event-driven opportunities with multiple stakeholders, variable scope, firm dates, and operational dependencies. You can uncover both the business outcome and the practical requirements needed to deliver it.
• Strong discovery and qualification skills. You can identify a real event need, budget, timeline, champion, economic buyer, and decision process, and bring in the right specialists early.
• Strong communication and relationship-building skills; a self-starter who is agile, coachable, collaborative, and motivated to keep learning.
• Bachelor’s degree or equivalent work experience. Training in a sales methodology such as MEDDPICC, SPIN, Challenger, or Command of the Message is a plus.
• Familiarity with Salesforce, its MCP, and how to use advanced AI builds to make you a force multiplier