Note: The job is a remote job and is open to candidates in USA. Outreach is the only complete agentic AI platform for revenue teams, automating workflows and enhancing strategic conversations. The Lead Value Consultant will leverage financial expertise to develop data-driven ROI models and value narratives, engaging with executive stakeholders to quantify the business impact of Outreach's solutions.
Responsibilities
- 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
- 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
- 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
Skills
- 7+ years in pre-sales, value engineering, management consulting, or financial advisory
- Demonstrated experience building and defending business cases or ROI models in enterprise B2B sales cycles
- Comfortable building and defending multi-variable financial models
- Able to speak the language of CFOs and translate operational data into bottom-line impact
- Skilled at structured stakeholder interviewing
- Able to synthesize conflicting inputs across stakeholders
- Identifying the financial story embedded in operational data
- 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
- Able to map complex customer environments to clear, quantified value drivers
- 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
- You plug into an existing AE and SC partnership at a critical moment
- Actively developing fluency in AI-driven sales processes, revenue intelligence, and the evolving landscape of go-to-market technology
- Demonstrated proficiency in value-based selling, ROI analysis, and MEDDPICC
- Familiarity with Demo2Win
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
Company Overview
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