Sr Value Engineer - West Coast

About the role

In the position of Senior Value Engineer for the West Coast at Parloa, you will take charge of the financial and strategic narrative for our key enterprise AI projects. Your role will involve constructing and validating business cases that resonate with CFOs, ensuring clients comprehend and can advocate for the economic benefits of implementing Parloa.

This strategic, client-facing position requires collaboration with Sales, Solutions Engineering, and executive stakeholders. You will convert intricate AI functionalities into quantifiable business results, facilitating a transition from feature-focused selling to value-oriented decision-making.

You will engage with significant enterprise opportunities valued at over $1M, working closely with Account Executives and Solution Engineers to influence deal strategies and encourage informed investment choices.

Key facts

What you'll do

• Manage value engineering throughout the entire sales process, from initial value framing to post-sale validation.
• Develop CFO-level ROI models that measure impact in areas such as cost savings, productivity improvements, revenue growth, and enhancements in customer experience.
• Conduct executive value discovery sessions and workshops to translate qualitative business goals into quantifiable financial results.
• Collaborate with Account Executives on strategic initiatives, crafting value narratives that inform prioritization, pricing, and competitive strategy.
• Facilitate value-driven selling by creating standardized frameworks, benchmarks, and repeatable tools, including the Parloa Value Studio.
• Simplify complex financial analyses into clear, persuasive narratives that resonate with CFOs, CIOs, and other business leaders.
• Ensure post-sale value realization by confirming outcomes and supporting growth through demonstrated impact.
• Capture insights from the field to create scalable go-to-market playbooks, value frameworks, and industry-specific benchmarks.

Requirements

• A minimum of 5 years of experience in value consulting, value engineering, or commercial advisory roles within B2B SaaS or software sectors.
• Demonstrated success in developing and managing ROI models and business cases that have influenced enterprise deals exceeding $1M, particularly with finance and procurement stakeholders.
• Strong skills in financial modeling (e.g., NPV, IRR, TCO, payback, multi-year scenarios) and the ability to defend assumptions in discussions with executives.
• Ability to navigate complex and ambiguous environments with limited data, tight deadlines, and multiple stakeholders.
• Executive presence with the capability to translate intricate analyses into compelling business narratives.
• High level of autonomy with a strong sense of ownership, while effectively collaborating across Sales, Solutions Engineering, and go-to-market teams.
• Hands-on and practical approach, comfortable building models from scratch instead of relying on templates.

Nice to have

• Experience in industries such as Travel, Insurance, Healthcare, Financial Services, or Retail, particularly in large-scale customer operations.
• Familiarity with contact center operations or customer experience technology ecosystems (e.g., CCaaS, CRM, workforce management, analytics platforms).
• Background in enterprise SaaS, AI companies, or top-tier consulting firms that support complex enterprise sales cycles.

Skills & tools

• Financial modeling and analysis tools
• Customer relationship management (CRM) software
• Presentation and workshop facilitation skills

Practical notes

• Travel may be required up to approximately 40% to support enterprise clients, primarily within the United States.
• This position is based in San Francisco and follows a hybrid work model. We are also open to remote candidates located in the Pacific Time Zone to facilitate collaboration.

Compensation for this role is structured as On-Target Earnings (OTE), which includes a base salary and a performance-based variable component, along with an equity package.

Salary Range: $190,000 - $255,000 USD

Parloa is committed to maintaining the highest standards of data protection for our clients and employees. All staff members play a crucial role in ensuring compliance with GDPR and ISO standards, including ISO 27001, in handling sensitive information.

Parloa is an E-Verify employer in the USA. Please click here to learn more.

We provide equal opportunities to all qualified applicants regardless of race, gender, sexual orientation, age, religion, national origin, disability status, socioeconomic background, and other characteristics.