Senior Value Engineer

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

📋 Description

• Oversee Business Value Assessments from start to finish for Enterprise prospects and clients, guiding them through value discovery, ROI/TCO modeling, and executive presentations. Collaborate with Mid-Market transactions and the broader sales team as necessary.

• Develop strategic business cases that facilitate discussions with CFOs, refining them into robust models supported by customer data.

• Collaborate with Account Executives, Solutions Engineers, and sales leadership across both Enterprise and Mid-Market on high-priority deals.

• Convert Hightouch product features into quantifiable business results that are important to executive buyers, including revenue, retention, efficiency, and risk management.

• Deliver presentations of findings to economic buyers and committees such as CFOs, CMOs, CDOs, VPs of Marketing, and similar roles.

• Create and establish frameworks, playbooks, calculators, and tools that promote repeatable value selling throughout the go-to-market organization. This includes resources for AEs and SEs to utilize in their own transactions.

• Work with Enablement and sales leadership to implement value-selling practices across the field, contributing to the development of training, materials, and operational rhythms that extend value selling beyond a limited number of high-touch interactions.

• Aid in Business Value Realization for current customers, monitoring adoption and measuring the value generated after the sale.

• Contribute to the development of AI and agentic capabilities aimed at enhancing value selling across the field. This includes shaping workflows, designing agents, and testing them in real-world scenarios to influence direction and development.

• Help define the future of the Value Engineering function as Hightouch expands. This position is ideal for someone eager to create rather than just follow an existing playbook.

⛳️ Requirements

• A minimum of 5 years of experience in Value Engineering, value consulting, or value-oriented pre-sales within a SaaS organization (e.g., Salesforce, Snowflake, Databricks, Adobe, ServiceNow, Workday, MongoDB, or similar).

• Proven experience in constructing business cases that have successfully closed or expanded Enterprise SaaS deals valued at $500K+ ARR.

• Strong foundation in financial modeling, including ROI, TCO, NPV, IRR, and sensitivity and scenario analysis.

• Comfortable presenting to C-level economic buyers. Able to engage with CFOs, CMOs, or CDOs and switch between business narratives and the underlying mathematics.

• Ability to communicate complex information in straightforward language, converting technical capabilities into business value without relying on jargon.

• Self-motivated and capable of managing an engagement independently while providing structure to ambiguous challenges.

• Pragmatic approach, knowing when a directional strategy suffices to progress a deal and when a defensible strategy is essential to close it.

• Builder mindset, eager to design operational processes rather than merely executing existing plans. Proactive in identifying and addressing gaps in processes, tools, or enablement.

• AI-savvy and knowledgeable, using AI tools regularly in work and possessing insights on how AI is transforming value selling. Enthusiastic about contributing to the development of next-generation agentic tools for field use.

• Excellent written communication skills, capable of producing briefs, recaps, and executive summaries that effectively engage stakeholders.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Flexible working hours and remote work options.

• Opportunities for professional development and career advancement.