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For Companies At a Glance
- Tasks: Lead and scale a team of Commercial Account Executives in selling Expense Management software.
- Company: Join a market leader in Expense Management, transforming financial operations for businesses.
- Benefits: Enjoy uncapped earning potential with competitive base salary, commission, and equity options.
- Why this job: Be part of an elite sales culture focused on growth and career advancement in a high-performance environment.
- Qualifications: 5+ years of SaaS sales leadership experience, preferably in fintech or B2B software.
- Other info: Opportunity to work closely with CFOs and senior finance leaders, driving impactful conversations.
The predicted salary is between 48000 - 84000 £ per year.
Regional Director, Commercial Sales, EMEA
We are seeking a dynamic Regional Sales Director (EMEA) to lead and scale a team of high-performing Commercial Account Executives focused on selling our industry-leading Expense Management software . This role is designed for a growth-minded leader who thrives in driving cross-sell, up-sell, and net-new logo acquisition within the commercial segment (companies up to 750 employees ).
You will lead a team that sells directly to CFOs and finance leaders , leveraging the MEDDPICC sales methodology to navigate complex deal cycles and drive revenue growth. Your ability to recruit, coach, and develop A-players will be critical in accelerating performance and scaling success.
Key Responsibilities
- Own & Execute Regional Sales Strategy – Drive revenue growth through net-new acquisition and expansion sales (cross-sell/up-sell) within existing customers.
- Build & Scale a High-Performing Team – Recruit, develop, and retain top-tier Commercial Account Executives who thrive in a fast-paced, competitive environment.
- Drive Pipeline & Forecasting – Leverage a data-driven approach to ensure a healthy pipeline and accurate forecasting, using MEDDPICC and other sales frameworks.
- Lead Enterprise-Level Conversations – Coach your team to engage with CFOs and senior finance leaders, positioning our platform as a critical driver of operational efficiency and cost control.
- Coach to Win – Provide ongoing mentorship, deal coaching, and skills development, ensuring AE success in both new business and expansion sales.
- Cross-Functional Collaboration – Partner closely with Marketing, Customer Success, and Product to align on go-to-market strategies and maximize revenue impact.
What We’re Looking For
- Proven Sales Leadership – 5+ years of SaaS sales leadership experience, preferably in expense management, fintech, or B2B software.
- Growth-Minded Operator – A track record of scaling teams and driving revenue growth in high-growth SaaS environments.
- Deep Understanding of MEDDPICC or similar methodology – You know how to build champions, navigate deal complexity, and drive predictable outcomes.
- Hunter & Farmer Mentality – Experience leading teams that balance new logo acquisition with strategic cross-sell/up-sell expansion.
- CFO-Level Sales Expertise – Ability to coach reps on engaging and influencing finance leaders and decision-makers.
- Recruiter of A-Players – Passionate about identifying, hiring, and developing top talent in the commercial segment.
Why Join Us?
- High-Growth SaaS – Be part of a market leader in Expense Management, disrupting the way businesses optimize financial operations.
- Uncapped Earning Potential – Competitive base + commission + equity.
- Elite Sales Culture – Work with best-in-class talent in a fast-moving, high-performance environment.
- Career Growth – Opportunity to grow within the org as we scale.
Seniority level
Director
Employment type
Full-time
Job function
Sales and Business Development
Industries
Software Development
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Regional Director, Commercial Sales, EMEA employer: Navan
Contact Detail:
Navan Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Regional Director, Commercial Sales, EMEA
✨Tip Number 1
Familiarize yourself with the MEDDPICC sales methodology, as it's crucial for this role. Understanding how to navigate complex deal cycles and build champions will set you apart from other candidates.
✨Tip Number 2
Highlight your experience in scaling teams and driving revenue growth in high-growth SaaS environments. Be ready to share specific examples of how you've successfully led teams in similar settings.
✨Tip Number 3
Prepare to discuss your strategies for engaging CFOs and finance leaders. Show that you can coach your team on how to position the platform as a key driver of operational efficiency.
✨Tip Number 4
Demonstrate your passion for recruiting and developing top talent. Share your approach to identifying A-players and how you've successfully built high-performing teams in the past.
We think you need these skills to ace Regional Director, Commercial Sales, EMEA
Some tips for your application 🫡
Understand the Role: Before applying, make sure you fully understand the responsibilities and requirements of the Regional Director position. Tailor your application to highlight your experience in SaaS sales leadership and your familiarity with the MEDDPICC methodology.
Highlight Relevant Experience: In your CV and cover letter, emphasize your proven track record in scaling teams and driving revenue growth, particularly in high-growth SaaS environments. Use specific examples that demonstrate your ability to lead teams and engage with CFOs.
Showcase Your Leadership Skills: Detail your experience in recruiting, coaching, and developing top talent. Provide examples of how you've built high-performing teams and driven success in both new business and expansion sales.
Craft a Compelling Cover Letter: Write a cover letter that not only summarizes your qualifications but also conveys your passion for the role and the company. Discuss why you're excited about the opportunity to lead a team in the expense management sector and how you can contribute to their growth.
How to prepare for a job interview at Navan
✨Showcase Your Sales Leadership Experience
Be prepared to discuss your previous sales leadership roles, particularly in SaaS or expense management. Highlight specific examples where you successfully scaled teams and drove revenue growth, as this is crucial for the Regional Director position.
✨Demonstrate Your Understanding of MEDDPICC
Since the role emphasizes the MEDDPICC sales methodology, make sure to articulate your familiarity with it. Share how you've applied this framework in past experiences to navigate complex deal cycles and achieve predictable outcomes.
✨Prepare for CFO-Level Conversations
As you'll be coaching your team to engage with CFOs and finance leaders, practice articulating how your product can drive operational efficiency and cost control. Be ready to discuss strategies for influencing decision-makers at the executive level.
✨Emphasize Your Recruiting Skills
The ability to recruit and develop top talent is key for this role. Prepare to discuss your approach to identifying A-players and how you've successfully built high-performing teams in competitive environments.
