The EMEA Partnership Lead will be the first international hire for our partnerships organization, responsible for building the GTM (go-to-market) partnerships function across EMEA. This self-starter will focus on managing and growing product partnerships with EMEA support or presence while laying the groundwork for new GTM partnerships that drive top-of-funnel opportunities for the region. This role requires a visionary leader who can confidently navigate ambiguity and deeply understands the UK/EU partnership landscape.

What You’ll Do:

• GTM Partnerships Development: Lead the development and scaling of the GTM partnerships strategy, from establishing initial frameworks (0-1) to scaling processes and partnerships (1-100) across the EMEA markets. Manage existing financial institution partnerships, as well as identify, source, and negotiate with new partners to expand Navan’s offerings and market reach.
• Business Development: Drive top-of-funnel opportunities by creating a pipeline of high-value partners that support Navan’s growth in EMEA.
• Reporting & Tracking: Develop robust reporting, tracking, and measurement systems to evaluate partnership performance, ensure alignment with company goals, and identify growth opportunities.
• Ownership of P&L: Take full responsibility for the P&L associated with the partnerships program, making data-driven decisions to optimize performance and maximize impact.
• Cross-functional Collaboration: Work closely with local product, sales, and marketing teams to integrate partnerships into the broader Navan ecosystem, ensuring all partnerships support the overall GTM strategy.
• Structuring Ambiguity: Thrive in an evolving environment, taking ownership to bring structure and clarity to new and developing partnerships.

What We’re Looking For:

• Experience: 5+ years in partnership development, business development, or a similar role, with significant experience in the EMEA markets and a proven record of establishing and scaling partnerships.
• Industry Knowledge: Familiarity with financial technology, travel, or expense management solutions is highly desirable.
• Strategic Leadership: Demonstrated success in leading partnership initiatives from the ground up, with an ability to operate autonomously and make strategic, data-informed decisions.
• Financial Acumen: Strong understanding of P&L management and how to drive financial success within a partnerships framework.
• Analytical & Goal-Oriented: Proficient in setting KPIs, measuring performance, and optimizing partnerships for growth and impact.
• Education: Bachelor’s degree in Business, Finance, or a related field; MBA or advanced degree preferred.

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