About this Senior Director, Growth role at Navan
We are seeking an operational, strategy-driven Senior Director, Growth 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.
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.
What You'll Do:
- Funnel & Velocity Optimization: Oversee the Scaled Sales team to drive monthly account growth. Implement operational interventions, sequence changes, and in-app triggers to accelerate conversion velocity.
- Portfolio & Capacity Planning: Develop data-driven frameworks for account segmentation, portfolio sizing, and density to optimize AM capacity and maximize net revenue retention.
- Handoff & Process Engineering: Redefining success criteria, establishing clear commercial intent indicators, and setting exact thresholds for handing off accounts from Sales (hunting) to AM (farming).
- Compensation & Incentive Design: Structure balanced sales compensation plans (including retention bonuses, clawbacks, or split commissions) that incentivize high-value, sustainable account acquisition over quick-churn sign-ups.
- Leadership & Talent Coaching: 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.
- Performance Metrics: Establish and monitor leading indicators and KPIs that measure product adoption, booking consistency, and recurring revenue growth.
- Upselling and Maturing Companies: Expand existing accounts through structured upsell strategies and support company growth maturity over time.
What We're Looking For:
- 7+ years of progressive leadership experience in Sales Leadership, or Customer Success Management within a high-velocity SaaS or transactional B2B platform.
- Proven track record of managing sales funnels and optimizing the transition from trial/activation to recurring retention.
- Strong capability in capacity modeling, portfolio segmentation (determining account-to-AM ratios), and pipeline management.
- Experience structuring specialized sales teams (Hunter vs. Farmer models) and designing cross-functional alignment mechanisms.
- Demonstrated ability to coach top performers through operational friction, holding reps accountable to long-term adoption metrics rather than surface-level activity.
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.
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.
-
Your rights: If you prefer to have your application reviewed without AI assistance, you may request a human evaluation by entering your email here. Your decision to do so will not affect how your candidacy is evaluated.
Please refer to our Candidate Privacy Notice for more information about our processing of personal data, and your rights.
