Regional Director, Mid-Market Sales, Expense

We are looking for a strategic and results-driven Regional Director to join our expanding EMEA Commercial & Mid-Market Upsell Sales team. This is a first-line leadership role responsible for driving net-new logo acquisition, cross-sell, and up-sell initiatives across enterprise accounts. The ideal candidate thrives in high-growth environments, has a strong grasp of complex sales methodologies like MEDDPICC , and excels in recruiting, coaching, and developing top-tier sales talent.

What You'll Do:

Team Leadership: Recruit, develop, and retain a team of A-player Commercial & Mid-Market Account Executives, fostering a high-performance sales culture.

Revenue Growth: Drive pipeline generation, new logo acquisition, and expansion opportunities within existing accounts.

Sales Execution: Ensure the team effectively executes the MEDDPICC sales process to qualify, advance, and close enterprise deals.

Customer Focus: Build strong relationships with CFOs and senior finance leaders, positioning our solutions as mission-critical to their financial strategy.

Coaching & Development: Provide hands-on coaching, deal strategy guidance, and continuous skill development for AEs.

Forecasting & Reporting: Own accurate forecasting and pipeline management, leveraging data-driven insights to drive predictability.

Collaboration: Work cross-functionally with Marketing, Product, and Customer Success to refine messaging, drive demand, and ensure customer success.

Growth Mindset: Instill a culture of accountability, innovation, and continuous improvement within the sales organization.

What We're Looking For:

3+ years of SaaS sales leadership experience , with a track record of exceeding targets.

Strong experience selling to CFOs and finance executives in large organizations.

Deep understanding of complex sales cycles and methodologies (e.g., MEDDPICC ).

Proven ability to hire, develop, and lead high-performing Commercial & Mid-Market AEs.

Exceptional coaching and deal execution skills, with a passion for talent development.

Strong analytical mindset and ability to leverage data for decision-making.

Excellent communication, negotiation, and executive presence.

High-growth, scale-up experience preferred; growth mindset required.

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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