Lead Value Consultant

Deal Engagement

• Engaging mid-to-late stage in enterprise pursuits to lead structured value discovery sessions with economic buyers and operational stakeholders: CROs, CFOs, COOs, VPs of RevOps, and Sales leadership. 

• Building rigorous, data-backed ROI models and business cases that quantify the financial impact of Outreach adoption, covering productivity gains, pipeline velocity, revenue lift, and cost avoidance. 

• Presenting value findings and investment justifications to C-suite and VP-level stakeholders with confidence, credibility, and the ability to handle scrutiny from finance-oriented buyers. 

• Owning the business case end-to-end once engaged, from discovery interview through executive presentation, with clear handoffs to AE and SC at each stage. 

• Leveraging MEDDPICC to anchor business cases to the prospect's metrics, economic drivers, and decision criteria in a way that directly supports the AE's close strategy. 

Program Development

• Set the roadmap for the value consulting practice including: methodology, tooling, and engagement criteria and continuous improvement.  

• Developing and maintaining repeatable, scalable value assets: ROI templates, industry benchmarks, value discovery frameworks, and executive business review tools that the broader SC and CS team can use independently on smaller deals. 

• Mentoring SCs on value-selling techniques, discovery best practices, and financial modeling fundamentals, raising the floor for the entire team. 

Cross-Functional Partnership & Enablement

• Partner closely with GTM leadership, AEs and Solutions Consultants to align the value narrative with the technical win strategy, ensuring consistency across all stakeholder touchpoints from solutioning through close. 

• Equip Customer Success to operationalize the value realization framework, enabling them to track outcomes and feed results back into future business cases. 

• Collaborating with Product and Marketing to ensure Outreach's value story reflects current platform capabilities and real customer outcomes, including AI-driven workflows through Amplify, Kaia, and Research Agent. 

Our Vision of You

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

• Financial Acumen: Comfortable building and defending multi-variable financial models; able to speak the language of CFOs and translate operational data into bottom-line impact, and hold your ground when the numbers are challenged. 

• Discovery Mastery: Skilled at structured stakeholder interviewing, asking precise questions, synthesizing conflicting inputs across stakeholders, and identifying the financial story embedded in operational data. 

• Executive Presence: Confident and composed facilitating conversations at the C-suite level; equally effective in a working session with RevOps as in a boardroom with a CFO or procurement team. 

• Strategic Problem Solving: Able to map complex customer environments to clear, quantified value drivers without oversimplifying or overpromising, and without needing to own the full sales cycle to do it well. 

• Exceptional Communication: Strong written and verbal communicator, your business cases are clear, credible, and compelling to both technical and non-technical audiences. You can simplify without losing rigor. 

• Collaboration First: You plug into an existing AE and SC partnership at a critical moment and make the whole team better without disrupting established momentum. 

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

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

How Success is Measured

• Business cases and ROI models consistently accelerate deal velocity and improve win rates in enterprise pursuits where Value Consultant is engaged. 

• Recognized by AEs, SCs, and prospects as a credible, executive-ready advisor whose involvement materially moves deals forward. 

• Maintains and scales a library of value assets that the broader SC and Sales teams actively use on deals where a Value Consultant isn't directly engaged. 

• Demonstrates measurable impact through influenced ARR, POV win rate, and deal size across supported accounts.