Deal Strategy Manager

Who you are

• Business degree and/or JD/ MBA
• 5+ 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 ownership and collaboration skills, with the ability to interact regularly with senior management
• Proficient knowledge of Salesforce, CPQ

What the job involves

• Navan is seeking a Deal Strategy Manager, US 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
• As a key guardian of our US commercial strategy, you will balance revenue optimization with risk mitigation across a diverse, multi-market landscape
• We are looking for a commercial strategist who is genuinely passionate about the art of the deal!
• 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 creative ways to meet customers’ needs while adhering to Navan's commercial and financial guardrails
• Be a critical enabler of deal formation and execution, focusing on minimizing sales cycle times while optimizing revenue, profitability, and market share
• Actively participate in external, customer-facing negotiations
• 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
• Support metrics and processes to improve business visibility and consistency of practices across geographies
• Overseeing deal financials, pricing, business risk, revenue recognition implication

Benefits

• Flexible Vacation
• Healthcare
• Commuter benefits
• Parental leave
• Health and Wellness
• Fuel for Connection
• Pet Friendly
• 401k (retirement plan)
• IATAN (travel-related discounts)
• Connectivity Allowance
• Learning & Development