Business Value Consultant
Builds and scales value engineering function, partnering with Sales to create data-driven business cases and ROI models for enterprise deals. Translates platform capabilities into quantified business impact for executive stakeholders, requiring 6+ years in value engineering or related fields.
About the job
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.).
Skills
Excel, Google Sheets, Roi Modeling, Salesforce, Gong, Financial Modeling, Value-Based Selling, SaaS, AI/ML
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