Senior Director, Growth at Navan

<p>We are seeking an operational, strategy-driven <strong>Senior Director, Growth </strong>to lead and scale our high-velocity Scaled Sales and Account Management (AM) teams. You will oversee the end-to-end customer journey—from initial sign-up and velocity-driven sales activation to portfolio optimization, retention, and long-term revenue growth.</p> <p>The ideal candidate thrives in data-dense environments, excels at solving operational friction points across the sales funnel, and knows how to align incentive structures so that "hunting" transitions seamlessly into long-term commercial commitment.</p> <p><strong>What You'll Do:</strong></p> <ul> <li><strong>Funnel &amp; Velocity Optimization:</strong> Oversee the Scaled Sales team to drive monthly account growth. Implement operational interventions, sequence changes, and in-app triggers to accelerate conversion velocity.</li> <li><strong>Portfolio &amp; Capacity Planning:</strong> Develop data-driven frameworks for account segmentation, portfolio sizing, and density to optimize AM capacity and maximize net revenue retention.</li> <li><strong>Handoff &amp; Process Engineering:</strong> Redefining success criteria, establishing clear commercial intent indicators, and setting exact thresholds for handing off accounts from Sales (hunting) to AM (farming).</li> <li><strong>Compensation &amp; Incentive Design:</strong> Structure balanced sales compensation plans (including retention bonuses, clawbacks, or split commissions) that incentivize high-value, sustainable account acquisition over quick-churn sign-ups.</li> <li><strong>Leadership &amp; Talent Coaching:</strong> Manage, coach, and scale team leaders and individual contributors across Sales and Account Management. Instill a culture of true customer habituation and proactive growth rather than passive account maintenance.</li> <li><strong>Performance Metrics:</strong> Establish and monitor leading indicators and KPIs that measure product adoption, booking consistency, and recurring revenue growth.</li> <li><strong>Upselling and Maturing Companies:</strong> Expand existing accounts through structured upsell strategies and support company growth maturity over time.</li> </ul> <p><strong>What We're Looking For:</strong></p> <ul> <li>7+ years of progressive leadership experience in Sales Leadership, or Customer Success Management within a high-velocity SaaS or transactional B2B platform.</li> <li>Proven track record of managing sales funnels and optimizing the transition from trial/activation to recurring retention.</li> <li>Strong capability in capacity modeling, portfolio segmentation (determining account-to-AM ratios), and pipeline management.</li> <li>Experience structuring specialized sales teams (Hunter vs. Farmer models) and designing cross-functional alignment mechanisms.</li> <li>Demonstrated ability to coach top performers through operational friction, holding reps accountable to long-term adoption metrics rather than surface-level activity.</li> </ul> <p>&nbsp;</p><div class="content-pay-transparency"><div class="pay-input"><div class="description">The posted pay range represents the&nbsp;anticipated&nbsp;low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity.<br><br>For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.</div><div class="title">Pay Range</div><div class="pay-range"><span>$202,500</span><span class="divider">&mdash;</span><span>$270,000 USD</span></div></div></div><div class="content-conclusion"><p>&nbsp;</p> <p>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.&nbsp;</p> <p><strong>Human oversight:</strong>&nbsp;<span style="color: #000000; font-family: Arial, sans-serif;">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.&nbsp;</span></p> <ul> <li> <p><strong>Your rights: </strong>If you prefer to have your application reviewed without AI assistance, you may request a human evaluation by entering your email <a href="https://my.metaview.app/applications/opt-out?organization=15dd7e883f">here</a>. Your decision to do so will not affect how your candidacy is evaluated.&nbsp;</p> </li> </ul> <p>Please refer to our<a href="https://navan.com/candidate-privacy-notice"> Candidate Privacy Notice</a> for more information about our processing of personal data, and your rights.</p></div>