Manager of Account Management, Navan
$160-200k
3+ days a week in office
Travel management company
Open for applications
Travel management company
201-500 employees
Open for applications
$160-200k
3+ days a week in office
201-500 employees
Company mission
To reinvent the legacy category of travel and expense with one of the first enterprise technologies utilising the cloud, mobile, and AI to balance business needs with today's modern standards.
Role
Who you are
- Bachelor’s degree, Masters Preferred
- 3+ years of management experience in Customer Success, Account Management, or related customer-facing position within a high growth technology company
- Prior experience being accountable for revenue targets and team performance
- Strong project management, analytics and problem solving skills
- Ability to prioritize tasks and initiatives in a fast-paced environment
- Knowledge/experience within travel or fintech us a plus but not a essential
- High energy, go-getter with fresh ideas who takes the initiative to get things done
What the job involves
- As a leader on our AM team, you will be responsible for building and managing a high performing team of account managers responsible for driving revenue and ensuring our clients are maximizing the value they derive from the Navan platform
- This will be a highly visible and cross functional role. The account management function partners closely with our Sales, Product, Finance, Support and Operations teams, all the way up to our C-Suite to ensure we are delighting our clients, exceeding goals, and driving a significant portion of revenue for Navan
- You’ll be responsible for developing and coaching your team to understand customer’s needs and goals, efficiently implement and onboard new customers, drive adoption of the Navan travel and expense products, identify expansion opportunities and ultimately ensure retention by maximizing the value that our customers derive from Navan through proactive relationship management
- Your overall success will be measured on customer launches, post-launch adoption, revenue growth and customer retention
- Lead a team of scaled-SMB and Commercial I Account Managers based out of Austin and NYC
- Create strong channels of communication and collaboration with other departments, particularly with Sales, Product, Finance, Support and Operations teams
- Develop and maintain a deep understanding of our travel and expense product offering to educate your team and customers on the most relevant features for their specific requirements
- Analyze and monitor health and performance of accounts and drive behavior towards achievement of adoption, revenue, and retention targets
- Act as a player-coach, showcasing first hand how to conduct key customer engagement meetings (e.g. Kick-off calls, adoption review meetings, EBRs) and lead value based conservations to remain aligned to customer business goals and identify expansion opportunities
- Develop and own the renewal strategy for your segment and forecast retention rate
- Act as the first line of escalation and assist account managers in handling customer objections and escalations
- Ensure issues are escalated appropriately through the right channels, orchestrating resources across the company as appropriate to resolve enquiries
- Identify, design and implement process improvements to continually improve customer experience, operational efficiency, and meet or exceed revenue goals
- Implement personal development plans for all team members and champion their career development
Our take
Navan (formerly known as TripActions) is operating in a crowded marketplace, betting against rivals with similar offerings of user interface personalisation technology. Even so, the company's growth has skyrocketed and it has attracted significant investor interest. Competitors cannot match Navan's cutting-edge, AI-driven services, as well as 24-hour customer support.
Since its founding in 2015 the company has seen significant growth in transactions and in active users. Having expanded from its core travel expense management product, it now offers a corporate card and general expenses management, underwriting its customers' short term business expenses with its own Liquid financial offering. Navan has a list of impressive clients, including Glassdoor, Zoom, and Shopify.
Moving forwards, the company is focused on gaining more reach, especially in Europe. As part of the expanded go-to-market strategy, it rebranded to Navan with a more people-centric design approach. It also combined its travel, corporate card and expense services into a single app which is now available to individual users rather than only through a corporate account. This will be key in bridging the gap between business travel and consumer apps.
Freddie
Company Specialist
Insights
Some candidates hear
back within 2 weeks
45% female employees
-40% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Oct 2022
$154m
SERIES G
Oct 2021
$275m
SERIES F
Total funding: $1.1bn
Company benefits
- Flexible Vacation
- Healthcare
- Commuter benefits
- Parental leave
- Health and Wellness
- Fuel for Connection
- Pet Friendly
- 401k (retirement plan)
- IATAN (travel-related discounts)
- Connectivity Allowance
- Learning & Development
Company values
- Focus on Users
- Tech-Forward Solutions
- Lead with Context
- Communicate with Candor
- Raise the Bar
- One Diverse Team
Company HQ
Ventura, Palo Alto, CA
Articles
Leadership
Ariel Cohen
(CEO)Research and Development director in Mercury Interactive (and HP after acquisition of Mercury). Product Management director, then VP, at Jive Software. Previously co-founded StreamOnce with Ilan.
Ilan Twig
(CTO)Studied Computer Science, managing positions in software engineering including VP and EVP of engineering at Jive Software. Previously co-founded StreamOnce with Ariel.
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