Lead Value Consultant

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🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $125k - $145k / year

⏰ Full Time

🟠 Senior

💼 Consultant

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Outreach

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

🤖 Artificial Intelligence

🏢 Enterprise

Artificial Intelligence • Sales • Enterprise

Outreach is a company that provides an AI-powered sales execution platform designed to streamline workflows and enhance the effectiveness of sales representatives. The platform utilizes artificial intelligence to forecast revenue accurately, manage deals, and optimize the entire sales process. Outreach helps sales teams prioritize tasks, identify prospects, and maintain engagement throughout the customer lifecycle, ultimately aiming to boost win rates and reduce churn. With over 6,000 global customers, Outreach focuses on transforming seller workflows to consistently exceed revenue targets.

📋 Description

• Engage 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. • Build 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. • Present 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. • Own the business case end-to-end once engaged, from discovery interview through executive presentation, with clear handoffs to AE and SC at each stage. • Leverage 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. • Develop and maintain 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. • Mentor 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. • Collaborate 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.

🎯 Requirements

• 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.

🏖️ 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