Director, NA Global Deal Desk

About the Role The Director, NA Global Deal Desk at Navan is responsible for the operational execution and excellence of the regional Deal Desk function in North America, ensuring adherence to global policies, processes, and systems critical for scalable revenue growth. Reporting to the Head of Global Deal Desk, this role acts as a senior advisor on complex regional deal structures, pricing strategies, and negotiations, partnering closely with Sales, Finance, Legal, Billing, and Product teams. What You'll Do

• Develop and scale the North America Deal Desk team: Lead the regional team of Deal Desk experts, executing the global vision and direction, recruiting and developing team members, and establishing a customer-centric team culture focused on accountability, efficiency, and continuous improvement.
• Advise on strategic regional deals: Act as the primary advisor for largest and most strategic North American deals. Work closely with regional sales leadership in these select deals to evaluate risks and rewards, guide negotiation strategy, and ensure deals align with company objectives. Support strategic deals across regions as needed.
• Develop and deliver enablement & training: Aid in the development and deliver regular training and enablement programs for the North America sales and related teams on pricing, deal structures, quoting tools, and deal processes in conjunction with our GTM enablement team.
• Enable new product introduction and monetization: Collaborate with Product, Finance, Legal, and other GTM teams to launch new products and services, focusing on the regional implementation and execution of global packaging, pricing, deal structures, and process / systems needs for new offerings.
• Drive quote-to-cash tech stack business requirements: Work with our Business Technology and GTM Systems teams to ensure we have the right systems to support our quote-to-cash process from our CRM, CPQ, CLM, and billing. This role is a key stakeholder responsible for defining the regional business requirements of our CPQ implementation and a contributing stakeholder working with Finance, Legal, Billing to define the requirements of the remaining order-to-cash tech stack.
• Price book and SKU Management: Ensure regional governance and adherence to global price books, discounting and approvals guidelines, and SKU structures within North America.
• Monitor regional deal performance metrics: Working in conjunction with GTM systems and analytics teams, monitor and report on metrics and dashboards used to track regional deal cycles around closing processes, discounting, exceptions, approvals, and pricing effectiveness. Use insights from these metrics and associated analytics to improve NA Deal Desk operations. What We're Looking For
• Strong expertise in B2B SaaS deal operations and CRM/CPQ systems.
• Familiarity with pricing governance and revenue recognition principles.
• Proven experience leading and developing a regional team in a dynamic, growth-stage environment.
• Ability to collaborate with cross-functional teams including Sales, Finance, Legal, Billing, and Product.
• Experience in regional governance of price books, discounts, approvals guidelines, and SKUs within North America.
• Data-driven mindset with experience monitoring metrics, dashboards, and analytics to improve deal effectiveness and speed.
• Knowledge of CPQ implementations and the broader quote-to-cash and order-to-cash tech stack. Nice to Have
• Experience working in a global GTM environment and coordinating with regional and global stakeholders.
• Track record of enabling large strategic deals and negotiating complex terms. Compensation & Benefits
• Not disclosed in the posting.