Deal Desk Manager

Deal Strategy Manager, EMEA

Navan is seeking a Deal Strategy Manager, EMEA 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 EMEA 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