As Director of Accounting Partnerships, your key objective is to establish and grow Navan’s GTM ecosystem of accounting firms. Core duties include new partner solicitation, product value positioning, negotiation, contracting, and scaling. You’ll be expected to develop and manage a robust pipeline of accounting firms, from large international firms to smaller localized ones. You’ll work primarily with the Advisory practice area within accounting firms by positioning Navan as the Travel & Expense solution for their outsourced finance & accounting clients, but also drive awareness and referral leads across Tax & Assurance where relevant.  

　　The Director of Accounting Partnerships will serve as Navan’s industry expert and be responsible for owning our annual accountants' events strategy, speaking at marque conferences, and developing strong relationships with industry thought leaders. Internally, the Director will work cross-functionally to influence/guide accountants' product strategy, messaging, lead generation, and economics.  

　　The Director of Accounting Partnerships will use their work experience to assess revenue opportunity effectively, position the unique Navan products and services to convey a joint value proposition to secure new partners and use their experiences in negotiation to ensure that favorable terms are reached promptly. You are an excellent manager of time, understand the value of pipeline generation, drive actionable next steps, and win commitments from partners through strategy and urgency.  Your adaptable and consultative style will be key to ensuring that targets with varying levels of technological sophistication will understand the value of a Navan and ultimately ensure you successfully secure new partnerships.

　　What You'll Do:

　　Establish and grow a pipeline of accounting partnerships, from initial prioritization to prospecting to negotiating and onboarding Work with all key stakeholders within the firm, from Senior Partners to sell in the vision to Staff Level Accountants to drive education and adoption of Navan across client base Prospect directly into larger, Top 100 accounting firms Collaborate cross-functionally with growth marketing to establish and maintain a healthy pipeline of leads of mid-sized and smaller accounting firms Collaborate cross-functionally with product to solicit feedback from partners in order to build a viable product for accounting firms  Establish regular meeting cadence  to ensure consistent and effective communication with relevant cross-functional partners  Establish necessary reporting capabilities in order to consistently and accurately forecast the business  Work closely with the entire Partnerships team to drive collaboration across our ecosystem of partners Build and maintain daily activity metrics within our CRM Serve as a thought leader and extensive source of knowledge both externally and internally for your colleagues  What We’re Looking For:

　　5+ years of experience building partnerships with accounting firms, ideally working with their Client Advisory Practice area  Understand the business model of accounting firms and have strong knowledge of the industry at large  Understand how to position and sell software and technology solutions through firms to their end clients Proven track record managing multiple partner relationships across various channels (i.e., ISV, SI, reseller, etc.) with an understanding of how to win across the entire partner lifecycle (partner pipeline generation to partner lead growth) Strong decision-making and prioritization skills; previous project or program management experience is a plus Passionate about capitalizing on emerging markets and emerging technology where norms and playbooks are not yet established Capable of working with Product and Engineering to understand technical features and convert them into product and collateral to pursue client opportunities with partners Able to work independently, anticipating and resolving problems. Strong leadership and interpersonal skills 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

　　$142,500—$253,000 USD