Deal Strategy Manager
Navan
Salary undisclosed
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Description
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!
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 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
What We’re Looking For:
- 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
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.
Human oversight: 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.
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About this role
Navan's Deal Strategy Manager role sits at the intersection of sales enablement and commercial strategy, requiring someone who can navigate complex contract negotiations while protecting the company's financial and strategic interests. You'd work directly with the sales team to structure deals, manage pricing and licensing discussions, and shepherd agreements through to close—balancing aggressive revenue targets against risk and compliance requirements. This means customer-facing negotiation work, cross-functional coordination with legal, finance, and product teams, and the ability to handle non-standard requests that require creative problem-solving within defined guardrails.
The ideal candidate brings at least five years in software—ideally from Deal Desk, Finance, or Sales Operations—paired with a solid grasp of revenue recognition, contract law, and commercial negotiation. You'll need strong analytical skills, fluency in Salesforce and CPQ tools, and the kind of judgment that lets you make practical calls in ambiguous situations. This is a contract position based in Austin, Texas, requiring in-office presence, and it demands someone self-motivated who thrives under pressure while maintaining meticulous attention to detail and deadlines.
How this employer is doing
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In the news
Navan's Stock Has Clawed Back to Its IPO Price After a Brutal Year, Startup Fortune
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Pay for this role
The employer didn't post a pay range for this role. That usually means pay is set in negotiation, which favors whoever arrives with numbers. Check ranges on comparable Deal Strategy Manager postings in Austin, and analyze any offer before you accept it.
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