Senior Director, Growth at Navan in New York, NY

Job description

We are seeking an operational, strategy-driven Senior Director, Growth to lead and scale our high-velocity Scaled Sales and Account Management (AM) teams. You will oversee the end-to-end customer journey—from initial sign-up and velocity-driven sales activation to portfolio optimization, retention, and long-term revenue growth. The ideal candidate thrives in data-dense environments, excels at solving operational friction points across the sales funnel, and knows how to align incentive structures so that "hunting" transitions seamlessly into long-term commercial commitment. What You'll Do: Funnel & Velocity Optimization: Oversee the Scaled Sales team to drive monthly account growth. Implement operational interventions, sequence changes, and in-app triggers to accelerate conversion velocity. Portfolio & Capacity Planning: Develop data-driven frameworks for account segmentation, portfolio sizing, and density to optimize AM capacity and maximize net revenue retention. Handoff & Process Engineering: Redefining success criteria, establishing clear commercial intent indicators, and setting exact thresholds for handing off accounts from Sales (hunting) to AM (farming). Compensation & Incentive Design: Structure balanced sales compensation plans (including retention bonuses, clawbacks, or split commissions) that incentivize high-value, sustainable account acquisition over quick-churn sign-ups. Leadership & Talent Coaching: Manage, coach, and scale team leaders and individual contributors across Sales and Account Management. Instill a culture of true customer habituation and proactive growth rather than passive account maintenance. Performance Metrics: Establish and monitor leading indicators and KPIs that measure product adoption, booking consistency, and recurring revenue growth. Upselling and Maturing Companies: Expand existing accounts through structured upsell strategies and support company growth maturity over time. What We're Looking For: 7+ years of progressive leadership experience in Sales Leadership, or Customer Success Management within a high-velocity SaaS or transactional B2B platform. Proven track record of managing sales funnels and optimizing the transition from trial/activation to recurring retention. Strong capability in capacity modeling, portfolio segmentation (determining account-to-AM ratios), and pipeline management. Experience structuring specialized sales teams (Hunter vs. Farmer models) and designing cross-functional alignment mechanisms. Demonstrated ability to coach top performers through operational friction, holding reps accountable to long-term adoption metrics rather than surface-level activity. 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 $202,500 — $270,000 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 no