About this role.
This is an enterprise pre-sales and solution-selling role focused on helping Navan close complex net-new corporate travel opportunities in the US. The Enterprise Solutions Architect partners with Account Executives and sales leaders to qualify deals, deliver platform demonstrations, lead workshops, run proof of concepts, and develop business value assessments. Success requires deep corporate travel technology knowledge, consultative selling ability, and credibility with travel, finance, IT, and sustainability stakeholders. The position operates in a quota-driven, fast-moving environment and also contributes enablement and product feedback as the company scales.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would map the buying committee and begin with the current travel-program objectives, pain points, policy requirements, technology landscape, and success metrics. I would then validate commercial and decision criteria, identify implementation constraints, and align stakeholders on a mutual evaluation plan with measurable outcomes.
For the travel manager, I would emphasize traveler experience, policy adoption, supplier content, service workflows, and program visibility. For the finance leader, I would focus on spend controls, reporting, reconciliation, savings opportunities, compliance, and a quantified business case, while connecting both views to the same organizational goals.
I would agree on a narrow scope, named stakeholders, test scenarios, timeline, technical dependencies, and objective success criteria before starting. During the proof of concept, I would maintain a decision log, hold regular checkpoints, resolve blockers quickly, and close with a results review tied directly to the customer’s buying criteria.
I would assess the opportunity against qualification criteria to identify missing business pain, decision process, economic impact, or executive sponsorship. I would then work with the AE on a specific action plan, such as a stakeholder workshop, tailored value assessment, executive alignment session, or technical validation that creates a clear next step.
I would first acknowledge what is working and ask questions to uncover the cost, compliance, traveler-experience, and operational impact of the current process. Rather than positioning change as change for its own sake, I would use relevant benchmarks and their stated priorities to demonstrate where an improved model could create measurable value with manageable implementation risk.
Navan is looking for a travel specialist to partner with our US Enterprise sales team. We are looking for someone who is capable of influencing prospects, building strong relationships and supporting Account Executives in the close of complex, net new deals.
As a member of this team, you will need to be an expert on the corporate travel industry and Navan platform. You will be responsible for demoing the platform and application, pitching our value proposition to customer travel and program managers, conducting strategy sessions with account executives and sales leaders, producing business value assessments for prospects, along with other required travel evaluation related steps during the discovery and scope of new business opportunities. Additionally, the role will provide a platform for candidates to enable new Account Executives, and to provide feedback to our product and operations teams, as we continue to scale rapidly. Strong desire to succeed, effective communication, and internal/external collaboration are key skills in achieving success in this role, along with adaptability.
What You’ll Do:
- Partner with the AE and Sales Leader to develop strategies for new business opportunities within your assigned territory
- Qualify opportunities with our Lean, Pivot, Walk methodology, and help account executives move opportunities through their pipeline to close
- Support AE’s in learning Navan solution, demoing the platform, and providing them with competitive insights
- Pitch Navan value proposition and solution to travel managers, framing our solution for their pain points and the value drivers they care most about
- Interface with multiple personas within target organizations, especially those with deep travel industry experience
- Articulate Navan’ products and services, helping to scope fit for large, complex organizations
- Help grow sales for the team you are supporting, exceeding the monthly and quarterly sales quotas
- Run proof of concepts to expedite evaluation process;
- User Access Testing
- Workshops (finance, IT, Sustainability, etc.)
- Business Value Assessment
What We’re Looking For:
- 4-5+ years of experience selling for a TMC, OBT or other travel industry technology, in a full-cycle closing role; or comparable experience as a consultant or managing a global travel program
- 1-2+ years of selling to travel managers in enterprise sized businesses (+3,000 employees), or working as a travel manager at an Enterprise-sized company
- Strong written and verbal communication, as well as quantitative analysis skills
- Experience conducting product demonstrations
- Familiarity with sales methodologies such as MEDDPICC, Challenger, Command of the Message, preferred, but not required
- Consistent track record of producing successful outcomes in a fast-paced environment
- High adaptability and understanding of change within the evolution of a startup
- Growth mindset: an ability and desire to learn and pivot use of skill sets based on business needs
The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity.
For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.
Pay Range
$172,800—$216,000 USD
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.
Your rights: If you prefer to have your application reviewed without AI assistance, you may request a human evaluation by entering your email here. Your decision to do so will not affect how your candidacy is evaluated.
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