Navan is looking for an experienced Manager of Deal Strategy to partner with our sales team in Deal Negation. This is a Senior IC role tasked with handling contract negotiations, balancing customer wants and Navan priorities, and working with both internal sales teams and business teams during contract signing.

What You’ll Do:

• 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 a way to meet customers’ needs while adhering to Navan selling policies
• Be a critical enabler of deal formation and execution, focusing on minimizing sales cycle times while optimizing revenue, profitability, and market share based on business priorities
• Actively negotiate deals directly with the customer as needed
• 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
• Establish metrics and processes to improve business visibility and consistency of practices across geographies
• Overseeing deal financials, pricing, business risk, revenue recognition implication

What We’re Looking For:

• Business degree and/or JD/ MBA
• 7+ 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
• Basic 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
• Great leadership and collaboration skills
• Proficient knowledge of Salesforce, CPQ