Director, Meetings & Events – Sales & Account Management - TripActions

As Director, Meetings & Events – Sales & Account Management, you will lead the commercial strategy and execution for Navan’s M&E business across new and existing customers. You will manage and scale a high-performing team of sellers and account managers, driving net-new revenue, retention, and expansion across strategic accounts. This is a highly visible leadership role with direct ownership of revenue and a meaningful impact on Navan’s growth trajectory. You’ll partner cross-functionally to bring a unified, platform-led solution to market and elevate the customer experience.

What You’ll Do:

• Own and execute the commercial strategy for Meetings & Events across sales and account management, including revenue, margin, retention, and expansion targets
• Lead and scale a high-performing team focused on winning new business and growing strategic enterprise and mid-market accounts
• Build and drive pipeline strategy, territory plans, and integrated sales plays aligned with Navan’s broader Travel & Expense motion
• Oversee complex deals, including RFPs, executive presentations, and contract negotiations to drive long-term, profitable growth
• Partner with account teams and customers to optimize M&E programs, drive renewals, and unlock expansion opportunities across Navan’s platform
• Establish structured governance with key customers (e.g., QBRs, success plans, KPIs) to ensure strong retention and customer outcomes
• Collaborate cross-functionally with Marketing, Product, Operations, and Revenue teams to drive demand, inform product strategy, and ensure seamless delivery
• Develop repeatable playbooks, processes, and best practices to scale the M&E business globally
• Own forecasting, reporting, and pipeline health, ensuring strong CRM discipline and visibility into performance

What We’re Looking For:

• Proven experience leading sales and/or account management teams in a B2B environment, with consistent achievement against revenue and growth targets
• Track record of winning and expanding complex, enterprise-level accounts with multiple stakeholders
• Strong commercial acumen, including experience with deal strategy, pricing, and contract negotiation
• Ability to operate cross-functionally and influence senior stakeholders in a fast-paced, high-growth environment
• Data-driven mindset with the ability to use insights to inform strategy, forecasting, and performance optimization