Vice President of Demand Generation, Navan
$202.5-340k
3 days a week in office
Travel management company
Open for applications
Travel management company
201-500 employees
Open for applications
$202.5-340k
3 days a week in office
201-500 employees
Company mission
To reinvent the legacy category of travel and expense with one of the first enterprise technologies utilising the cloud, mobile, and AI to balance business needs with today's modern standards.
Role
Who you are
- Highly seasoned and high performing demand marketing executive with 10+ years of experience building and executing multi-channel go-to-market plans
- Has scaled B2B software/SaaS demand engines across 500M+ rev stage in a market moving from early adoption to mainstream maturity
- Deep experience engaging across large enterprise and mid-market customers and broad buying organizations globally. Travel and/or Expense industry experience a plus
- Highly quantitative systems thinker who will identify objectives, design/implement appropriate solutions, and measure & adapt ruthlessly to create scalable demand funnels and programs across regions, segments, and business lines
- Excellent cross-functional leader with strong execution bias and direct communication to drive results across a broad set of stakeholders
- BA/BS degree or equivalent work experience
What the job involves
- As the Vice Presdient, Global Demand Generation at Navan, you will be responsible for creating and operating Navan’s demand generation strategy and plan for the core go-to-market across both Travel and Expense businesses
- In addition to owning the Inbound demand engine, you’ll work closely across marketing, sales, partnerships, and product teams to develop and execute strategies and a campaign portfolio that effectively promote Navan’s products and services to target audience, driving pipeline and revenue growth
- As owner of Navan’s demand strategy and plan, you’ll lead and drive accountability across the business to deliver to the plan and optimize the strategy
- You’ll lead a high-performing marketing team, manage digital channels, oversee field marketing strategies and global events, and collaborate with industry and channel partners to create innovative and effective campaigns
- Build Navan’s demand strategy and plan for the core go-to-market across our Travel and Expense businesses globally, efficiently scaling and driving demonstrable revenue growth across new and existing business in Commercial through Enterprise segments
- Manage the demand generation budget across a global portfolio of activities
- Drive execution of strategies and programs through Marketing and cross-functional collaborators (Sales, SDR, SMB Growth, Account Management, Supplier Partners, Channel Partners, etc.), ensuring metrics-based accountability to the demand plan
- Scale inbound demand engine to reach 50% of sourced new revenue, with highly efficient CAC payback. Levers include events, digital demand, account based marketing, and integrated campaigns
- Drive the creation and optimization of programmatic customer journeys pre- and post-sales to drive acquisition and retention
- Set and track KPIs for demand generation campaigns and report on progress to CEO of Navan and broader leadership team. Analyze and optimize demand generation portfolio to continually improve results and strategy
- Build scalable systems to drive scalable execution against targets/objectives
Our take
Navan (formerly known as TripActions) is operating in a crowded marketplace, betting against rivals with similar offerings of user interface personalisation technology. Even so, the company's growth has skyrocketed and it has attracted significant investor interest. Competitors cannot match Navan's cutting-edge, AI-driven services, as well as 24-hour customer support.
Since its founding in 2015 the company has seen significant growth in transactions and in active users. Having expanded from its core travel expense management product, it now offers a corporate card and general expenses management, underwriting its customers' short term business expenses with its own Liquid financial offering. Navan has a list of impressive clients, including Glassdoor, Zoom, and Shopify.
Moving forwards, the company is focused on gaining more reach, especially in Europe. As part of the expanded go-to-market strategy, it rebranded to Navan with a more people-centric design approach. It also combined its travel, corporate card and expense services into a single app which is now available to individual users rather than only through a corporate account. This will be key in bridging the gap between business travel and consumer apps.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Some candidates hear
back within 2 weeks
45% female employees
-40% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Oct 2022
$154m
SERIES G
Oct 2021
$275m
SERIES F
Total funding: $1.1bn
Company benefits
- Flexible Vacation
- Healthcare
- Commuter benefits
- Parental leave
- Health and Wellness
- Fuel for Connection
- Pet Friendly
- 401k (retirement plan)
- IATAN (travel-related discounts)
- Connectivity Allowance
- Learning & Development
Company values
- Focus on Users
- Tech-Forward Solutions
- Lead with Context
- Communicate with Candor
- Raise the Bar
- One Diverse Team
Company HQ
Ventura, Palo Alto, CA
Articles
Leadership
Ariel Cohen
(CEO)Research and Development director in Mercury Interactive (and HP after acquisition of Mercury). Product Management director, then VP, at Jive Software. Previously co-founded StreamOnce with Ilan.
Ilan Twig
(CTO)Studied Computer Science, managing positions in software engineering including VP and EVP of engineering at Jive Software. Previously co-founded StreamOnce with Ariel.
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