GTM Strategy & Operations Manager
Navan
As a GTM Strategy & Operations Manager, you will drive the optimization of our GTM strategy and execution. You will be a key business partner and collaborator for the CRO, Enterprise sales leaders, and their direct reports, supporting the functional areas covered by the GTM Strategy and Operations team: business partnership, analytics, systems & tools, processes & programs. In this role, you will help orchestrate the support needed by the Sales organization to ensure they operate efficiently and effectively to achieve their targets.
Your work will span areas such as: annual planning (e.g. team structures, coverage models, target setting), ad-hoc analyses and projects to drive optimization (e.g. diagnosing changes in metrics, identifying new GTM opportunities), day-to-day operations (e.g. forecasting, defining territories, advising on deal structures), process improvement, program execution, and systems and tooling (e.g. evaluation, implementation, administration).
What You’ll Do:
- Act as primary business partner to the senior sales leaders in the Enterprise segment and their direct reports, working collaboratively on all GTM Strategy and Operations topics required to run the sales teams and execute against our targets including: annual planning, incentive programs, process improvement, day-to-day support of deal cycles and operations (e.g. deal desk), GTM structure and coverage models, target setting, recurring performance reporting (e.g.,forecasts, MBRs, QBRs, company leadership and board materials), systems and tooling
- Lead execution of projects and programs across these initiatives through your own work, working with other GTM Strategy & Ops teams (e.g. analytics), and working cross functionally with other teams (e.g. Marketing, Finance, GTM Enablement, Product)
- Act as a proactive thought partner and leader for the Sales organization providing data-informed insights, PoVs, and optimization / improvement opportunities to GTM and Sales leadership
- Be accountable for the success and impact of the segment as measured by the team’s ability to: (1) enable the Sales organization to meet their objectives, (2) create an ecosystem of process, systems, and tools consistently improving the efficiency and day-to-day experience of the sales organization, and (3) drive successful completion of projects against the Sales organization’s top priorities.
- Establish KPIs to assess the effectiveness of sales processes and enablement programs, driving continuous improvement
- Evaluate and manage technology platforms to enhance team productivity and effectiveness
What We’re Looking For:
- 5+ years of experience in revenue operations, sales, consulting, or a related field
- Proven track record of managing and delivering complex, cross-functional programs that drive measurable results in seller productivity and revenue growth.
- Deep understanding of sales processes, methodologies, and tools, particularly Salesforce CRM.
- Exceptional process and analytical skills, with the ability to diagnose inefficiencies and design effective solutions.
- Outstanding communication, presentation, and organizational skills, with the ability to influence at all levels of the organization.
- Experience implementing metrics and reporting systems to measure the impact and effectiveness of GTM initiatives.
- Collaborative leadership style with a strong ability to bring diverse perspectives to consensus.
- Self-starter with exceptional multitasking and prioritization skills, able to balance attention to detail with swift execution.
- Experience in fast-paced, SaaS, or startup environments is highly preferred.
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.
About Navan
Navan (Nasdaq: NAVN) is the leading all-in-one business travel, payments, and expense management platform that makes travel easy for frequent travelers. From finding flights and hotels to automating expense reconciliation, with 24/7 support along the way, Navan delivers an intuitive experience travelers love and finance teams rely on. See how Navan customers benefit and learn more at navan.com.
Our team is our competitive edge — a high-performance group of smart, driven people committed to winning together. This dedication to excellence is why we’ve been recognized as a Best Place to Work by Built In (2023–2026), a G2 Best Global Software Company (2025-2026), a CNBC Disruptor 50 (2022-2025), and a Forbes Fintech 50 (2022-2025). At Navan, we provide an environment where top talent excels, offering the autonomy and fast-paced trajectory needed to build a defining career and do the best work of your life.
Our Benefits
Navan offers a comprehensive benefits program designed to support your well-being, financial security, and life outside of work. Our benefits, thoughtfully tailored by country to meet local needs, include healthcare coverage, insurance offerings, and wellness resources for you and your family.
We support long-term financial growth through retirement savings programs and opportunities to participate in our equity plans, so you can share in Navan’s success. To promote balance, we offer flexible time off, country-specific holidays, and paid parental leave for all new parents. Additional benefits include connectivity and commuting support, mental health resources, and exclusive travel-related perks. Wherever you’re based, our benefits evolve with you.
Workplace Policy
Navan believes in the value of in-person connections, whether that’s sitting down to have lunch with one another, taking a walking 1:1, or collaborating in a room together. The connections forged through face-to-face interactions improve company culture and drive business results. Navan invests in global office spaces — in the U.S., Europe, and Asia, among others — that feel welcoming. In-office perks such as company-provided lunches and happy hours create a strong team environment to help you do your best work. Our employees work from the office four days a week. Please expect this policy for all roles that are tied to an office.
Equal Opportunity
Navan is an equal opportunity employer. We make all employment decisions based solely on merit. We provide equal employment opportunity to all applicants and employees without discrimination on the bases of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We prohibit any such discrimination or harassment. This policy applies to all terms and conditions of employment, including hiring.
Accommodations
Navan complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law. Navan will reasonably accommodate qualified individuals with a disability in connection with applications for employment as required by law.
If you need any assistance or accommodations due to a disability, you are welcome to email us at talent-accommodations@navan.com.
Candidate Privacy Notice
Please review Navan's Candidate Privacy Notice here.
Job Search Best Practices
We have been made aware of recruitment scams involving fraudulent attempts to lure job seekers into sending money or personal information in return for fake job offers or coerce them into purchasing equipment by electronic funds transfer (Zelle, Venmo, etc.) Legitimate Navan recruiters will never ask for money in any recruitment or onboarding activities. All available job openings at Navan will be posted on Navan’s website and all Navan recruiters will be reachable through an email address ending in “@navan.com” or “@navan.tech” or "@talent.navan.com".