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.