Mid-Market Account Executive, Upsell/Expansion

About the Role:

As an Expense Account Executive at Navan, you will join a high-performing, specialized team responsible for supporting over 3,000 active customers. Your mission is to help finance and accounting leaders optimize their travel and expense (T&E) programs through Navan's powerful global expense management platform, reimbursement engine, and integrated corporate card technology.

This is a quota-carrying role focused on revenue expansion within a strategic portfolio of existing accounts. You'll leverage deep discovery, multi-threaded relationship building, and value-based storytelling to unlock whitespace and drive adoption across Navan Expense and Payments solutions. This is a rare opportunity to be at the forefront of transforming how modern finance teams operate.

What You'll Do:

• Own a defined book of high-potential Navan customers and drive net-new revenue across Expense and Payments products
• Lead strategic sales cycles from prospecting through close, collaborating cross-functionally with Account Managers, Customer Success, and Product Marketing
• Create tailored account action plans to identify expansion opportunities, influence decision-makers, and execute against growth targets
• Build deep, multi-threaded relationships within Finance, Accounting, and Procurement—earning the right to become a trusted partner to CFOs and Controllers
• Position Navan's differentiated value proposition against legacy incumbents and competitive tools using Challenger-style discovery and objection handling
• Deliver compelling product demos and commercial proposals tailored to each customer’s T&E strategy and business goals
• Partner with executive leadership, product, and marketing to share customer feedback and influence roadmap priorities
• Consistently exceed monthly, quarterly, and annual expansion quotas

What We're Looking For:

• 4+ years of full-cycle SaaS sales experience with a track record of outperforming quota
• Experience selling to Finance, Accounting, or Procurement stakeholders—or a complex product that requires multi-threading and metric-supported business case creation
• Strong command of outbound prospecting and account planning within a defined customer base
• Ability to execute complex, multi-threaded deal cycles involving multiple stakeholders across varying levels of seniority
• Highly organized and capable of managing a large pipeline of opportunities across different stages and timelines
• Technically competent and confident running your own live product demos to a range of stakeholder personas
• Expertise in framing business value and driving urgency within existing customer relationships
• Strong collaboration and internal influence skills; comfortable working cross-functionally and navigating ambiguity
• Experience with sales methodologies like MEDDPICC, Challenger, or Command of the Message is a plus
• A growth mindset, high EQ, and a passion for redefining what world-class upsell sales looks like