Lead Value Consultant

This is a fully remote position, open to applicants in United States.

📋 Description

• Engage with mid-to-late stage enterprise opportunities to facilitate structured value discovery sessions with economic buyers and operational stakeholders, including CROs, CFOs, COOs, VPs of RevOps, and Sales leadership.

• Construct thorough, data-driven ROI models and business cases that quantify the financial impact of adopting Outreach, encompassing productivity enhancements, pipeline velocity, revenue increases, and cost avoidance.

• Confidently present value insights and investment justifications to C-suite and VP-level stakeholders, demonstrating credibility and the ability to address scrutiny from finance-oriented buyers.

• Manage the business case from start to finish once engaged, from the discovery interview to the executive presentation, ensuring smooth transitions to AE and SC at each phase.

• Utilize MEDDPICC to align business cases with the prospect's metrics, economic drivers, and decision criteria in a manner that directly supports the AE's closing strategy.

• Define the roadmap for the value consulting practice, which includes methodology, tools, engagement criteria, and ongoing improvement.

• Create and sustain repeatable, scalable value assets such as ROI templates, industry benchmarks, value discovery frameworks, and executive business review tools that the wider SC and CS team can independently utilize for smaller deals.

• Guide SCs on value-selling methodologies, discovery best practices, and financial modeling essentials, elevating the baseline performance of the entire team.

• Collaborate closely with GTM leadership, AEs, and Solutions Consultants to ensure the value narrative aligns with the technical win strategy, maintaining consistency across all stakeholder interactions from solutioning to closure.

• Equip Customer Success with the tools to implement the value realization framework, allowing them to track outcomes and integrate results into future business cases.

• Work together with Product and Marketing to ensure Outreach's value proposition accurately reflects current platform capabilities and actual customer outcomes, including AI-driven workflows through Amplify, Kaia, and Research Agent.

⛳️ Requirements

• Experience: Over 7 years in pre-sales, value engineering, management consulting, or financial advisory, with proven experience in building and defending business cases or ROI models in enterprise B2B sales cycles.

• Financial Acumen: Proficient in developing and defending multi-variable financial models; capable of conversing with CFOs and translating operational data into bottom-line impact while confidently addressing challenges to the numbers.

• Discovery Mastery: Expert in structured stakeholder interviews, adept at asking targeted questions, synthesizing conflicting inputs from various stakeholders, and uncovering the financial narrative within operational data.

• Executive Presence: Poised and assured when facilitating discussions at the C-suite level; equally adept in working sessions with RevOps as well as in boardroom discussions with a CFO or procurement team.

• Strategic Problem Solving: Skilled at mapping complex customer environments to clear, quantified value drivers without oversimplifying or overpromising, and capable of doing so without needing to oversee the entire sales cycle.

• Exceptional Communication: Strong written and verbal communicator, ensuring that your business cases are clear, credible, and persuasive to both technical and non-technical audiences. Able to simplify without sacrificing rigor.

• Collaboration First: Integrate seamlessly into an existing AE and SC partnership at a crucial moment, enhancing the overall team performance without disrupting established dynamics.

• Continuous Learning: Committed to developing expertise in AI-driven sales processes, revenue intelligence, and the evolving landscape of go-to-market technology.

• Training & Certifications: Proven proficiency in value-based selling, ROI analysis, and MEDDPICC. Familiarity with Demo2Win is advantageous.

🏝️ Benefits

• Flexible time off

• 401k to help you save for the future

• Generous medical, dental, and vision coverage for full-time employees and their dependents

• A parental leave program that includes options for a paid night nurse, and a gradual return to work

• Infertility/assisted reproductive services benefit

• Employee referral bonuses to encourage the addition of great new people to the team

• Snacks and beverages in the Office, along with fun events to celebrate

• Diversity and inclusion programs that promote employee resource groups like Outreach Women's Network, Latinx community, Outreach Black Connection, AAPI community, Pride/LGBTQIA+, Gender+, Disability Community, and Veterans/Military