Business Value Consultant
San Francisco • FullTime
Posted 5mo ago
Remote Work Policy
On-site
Employment Type
FullTime
Categories
Applied AI Engineer
About the job
Decagon is seeking a Business Value Consultant to establish and expand its value engineering capabilities. This role will collaborate closely with the Sales team on significant enterprise opportunities, acting as a key liaison between Product, Sales, and Finance. The primary responsibility is to articulate the business value of Decagon's platform in quantifiable terms, developing data-driven business cases for executive stakeholders to accelerate sales cycles, improve win rates, and secure larger investments. Additionally, this position will define and implement a scalable value-based selling approach, creating repeatable frameworks, tools, and narratives for the sales organization.
Responsibilities
- Partner with Account Executives on high-priority enterprise deals to identify customer pain points, quantify impact, and influence deal strategy.
- Develop ROI models, business cases, and value hypotheses linked to customer-specific metrics.
- Lead executive-level value discussions with CFOs, COOs, and senior business stakeholders.
- Support negotiation and procurement processes with financial justification.
- Develop industry- and persona-specific value frameworks aligned with Decagon's core use cases.
- Standardize ROI models, benchmarks, and value drivers across different market segments.
- Create reusable assets such as value calculators, business case templates, and benchmarking data.
- Embed value engineering into the sales process from discovery through closing.
- Train and enable sales and post-sales teams on value-based selling methodologies.
- Establish best practices for connecting product capabilities to measurable business outcomes.
- Collaborate with Product and Agent Success teams to capture and leverage realized customer value.
- Partner with Finance to align on value assumptions, pricing strategy, and deal economics.
- Work with RevOps to track the impact of value engineering on pipeline, win rates, deal size, and sales cycle.
Requirements
- 6+ years of experience in value engineering, management consulting, sales engineering, strategic finance, or similar fields.
- 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 and comfort leading conversations with senior decision-makers.
- Familiarity with enterprise buying cycles and value-based selling methodologies.
- Experience in SaaS, AI/ML, customer operations, or contact center ecosystems is a plus.
- Background in consulting (strategy, operations, digital transformation) or investment/strategic finance is a plus.
- Experience building or scaling a value engineering function in a high-growth company is a plus.
- Familiarity with GTM systems (Salesforce, Gong, etc.) and data-driven sales processes is a plus.
- Experience in regulated industries (financial services, healthcare, etc.) is a plus.
Benefits
- Medical, Dental, and Vision benefits for you and your family
- Life Insurance and Disability Benefits
- Retirement Plan (e.g., 401K, pension)
- Parental Leave
- Fertility and family building benefits through Carrot
- Monthly stipend for wellness, lifestyle, and work-life balance
- Daily lunches and snacks in the office
- Take what you need vacation policy