Regional Director, Mid-Market Sales, Expense

The role

This Regional Director will lead the EMEA Commercial and Mid-Market Upsell Sales team. You will drive net-new logo acquisition, cross-sell, and up-sell initiatives across enterprise accounts.

What you will do

• Recruit, develop, and retain a team of Commercial and Mid-Market Account Executives.
• Drive pipeline generation, new logo acquisition, and expansion opportunities.
• Ensure the team executes the MEDDPICC sales process.
• Build relationships with CFOs and senior finance leaders.
• Provide hands-on coaching and deal strategy guidance for AEs.
• Own accurate forecasting and pipeline management.
• Work cross-functionally with Marketing, Product, and Customer Success.
• Instill a culture of accountability, innovation, and continuous improvement.

Required qualifications

• 3+ years of SaaS sales leadership experience.
• Track record of exceeding targets.
• Strong experience selling to CFOs and finance executives in large organizations.
• Deep understanding of complex sales cycles and methodologies (e.g., MEDDPICC).
• Proven ability to hire, develop, and lead high-performing Commercial and Mid-Market AEs.
• Exceptional coaching and deal execution skills.
• Strong analytical mindset and ability to leverage data for decision-making.
• Excellent communication, negotiation, and executive presence.
• Growth mindset required.

Nice to have

• High-growth, scale-up experience preferred

Before you apply

• Navan uses AI-assisted Automated Employment Decision Tool (Metaview) to assist with evaluating resumes.
• You may request a human evaluation without AI assistance by entering your email.

About the company

tripactions is an expanding EMEA Commercial and Mid-Market Upsell Sales team.