About the role
Navan is seeking a Sr. Analyst of Deal Strategy to collaborate closely with the sales team in driving deal negotiations. This role is responsible for managing contract negotiations, aligning customer needs with Navan's strategic priorities, and partnering with internal sales and business teams throughout the contract signing process.
Responsibilities
- Develop in-depth knowledge of Navan licensing and pricing models to provide deal structuring and quoting support to sales teams
- Partner with the sales team to meet customers' needs while adhering to Navan selling policies
- Be a critical enabler of deal formation and execution, focusing on minimizing sales cycle times while optimizing revenue, profitability, and market share
- Actively negotiate deals directly with the customer as needed
- 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
- Assist with non-standard deal requests, structuring sophisticated deals, driving cross-functional teamwork and ensure revenue recognition requirements are handled
- Support metrics and processes to improve business visibility and consistency of practices across geographies
- Oversee deal financials, pricing, business risk, and revenue recognition implications
Requirements
- Business degree and/or JD
- 3+ years of software industry experience (Deal Desk, Finance, Sales Operations experience preferred)
- Customer facing experience preferred
- Strong eye for business and proven track record in commercial negotiations
- Self-motivated and able to work under pressure; diligent with deliverables and deadlines
- Solid understanding of software revenue recognition principles
- Basic understanding of commercial law
- Experience in contract management
- Excellent interpersonal skills – verbal and written
- Strong analytical skills with the ability to demonstrate practical judgment in sophisticated situations
- Great leadership and collaboration skills
- Proficient knowledge of Salesforce, CPQ
Conditions
- Navan uses AI-assisted Automated Employment Decision Tool (Metaview) to assist with evaluating resumes
- All final decisions are made by human recruiters and hiring managers