Business Value Consultant

Responsibilities

Drive Strategic Deals

• Partner with Account Executives on high-priority enterprise opportunities to uncover customer pain points, quantify impact, and shape deal strategy.
• Build ROI models, business cases, and value hypotheses tied to customer-specific metrics (cost reduction, revenue lift, efficiency gains, CSAT improvement).
• Lead executive-level value conversations with CFOs, COOs, and senior business stakeholders.
• Support negotiation and procurement processes with defensible financial justification.

Build & Scale Value Frameworks

• Develop industry- and persona-specific value frameworks aligned to Decagon’s core use case.
• Standardize ROI models, benchmarks, and value drivers across segments (enterprise, mid-market, verticals).
• Create reusable assets (value calculators, business case templates, benchmarking data) to enable broader GTM teams.
• Partner with Marketing and Product to refine value messaging and positioning.

Operationalize Value-Based Selling

• Embed value engineering into the sales process from early discovery through close.
• Train and enable AEs, SEs, and post-sales teams on value-based selling methodologies.
• Establish best practices for linking product capabilities to measurable business outcomes.
• Ensure consistency and rigor in how Decagon positions and proves value in-market.

Cross-Functional Partnership

• Collaborate with Product and Agent Success to capture realized customer value and feed it back into future deals.
• Partner with Finance to align on value assumptions, pricing strategy, and deal economics.
• Work with RevOps to track impact on pipeline, win rates, deal size, and sales cycle.

Requirements

• 6+ years in value engineering, management consulting, sales engineering, strategic finance, or similar roles.
• Proven experience partnering with Sales on complex enterprise deals and influencing outcomes.
• Strong financial modeling skills (Excel / Google Sheets) with the ability to build clear, defensible ROI models.
• Ability to translate technical capabilities into business outcomes that resonate with executive stakeholders.
• Executive presence - comfortable leading conversations with CFOs, COOs, and senior decision-makers.
• Familiarity with enterprise buying cycles and value-based selling methodologies.

Nice-to-Haves

• Experience in SaaS, AI/ML, customer operations, or contact center ecosystems.
• Background in consulting (e.g., strategy, operations, or digital transformation) or investment/strategic finance.
• Experience building or scaling a value engineering function in a high-growth company.
• Familiarity with GTM systems (Salesforce, Gong, etc.) and data-driven sales processes.
• Experience in regulated industries (financial services, healthcare, etc.).