Mid-Market Account Executive; DACH

Requirements

• 5+ years of experience in a full-cycle sales role (ideally SaaS)
• 3+ years of experience selling to C-level executives, preferably CFOs
• Proven success closing deals with €200,000+ ACV
• Consistent quota achievement track record
• Five key soft skills: intelligence, emotional intelligence, drive, coachability, integrity

Manage full sales cycle for mid-market segment, focusing on new business, conducting demos, and building customer relationships. Target CFOs, achieve quotas, and work in Berlin office.

Position:
Mid‑Market Account Executive (DACH)

Role & Impact:

• Own the entire sales cycle from initial outreach through product demos and negotiations to closing and launch.
• Focus on new business within the mid‑market segment (900–4,000 employees).

Responsibilities:

• Independently manage the full sales cycle (prospecting → demo → negotiation → close).
• Develop go‑to‑market strategies for your target region.
• Conduct product demos and presentations at C‑level, especially with CFOs.
• Build and maintain long‑term customer relationships.
• Active outbound prospecting (approx. 4 hours per week).
• Identify and navigate complex decision‑making structures in large organizations.
• Pipeline management & forecast in Salesforce.
• Ownership of achieving and exceeding monthly quotas.

Scope & Key Metrics:

• Segment:
  Mid‑market (900–4,000 FTEs).
• Quota: approx. €1.2M annually.
• Average deal size: €100,000–€500,000 ACV.
• Sales cycle: 4–8 months.
• Target buyers: CFOs & finance decision‑makers.
• Focus:
  Net new business (minimal upselling).

Work Environment & Culture:

• Work model: 4 days in the office, 1 day remote.
• Office: Jägerstraße 32, Berlin‑Mitte.
• Culture:
  Collaboration, continuous learning & ownership.
• Values:
  Diversity, innovation & individual development.
• At Navan, every voice is valued, and employees are given the resources to do the best work of their lives.

Interview Stages:

• Sales call with recruiter (30 minutes)
• Deep dive with Hiring Manager (1 hour)
• VP interview (30 minutes)
• Case study (presented on‑site, 48 hours preparation time) including account review, prospect identification, outreach email, discovery role play.