Senior Value Consultant - East

About the role

As a Senior Value Consultant at Parloa, you will play a pivotal role in defining the financial and strategic narrative for major enterprise AI projects. Your primary focus will be on developing and validating business cases that effectively communicate the economic advantages of adopting Parloa's solutions to CFOs and other key stakeholders. This position is client-facing and requires collaboration with various teams, including Sales and Solutions Engineering, to translate complex AI capabilities into clear business outcomes.

In this role, you will work on significant enterprise opportunities valued over $1 million, partnering closely with Account Executives and Solution Engineers to shape deal strategies and support informed investment decisions.

Key facts

What you'll do

• Oversee the value engineering process throughout the sales cycle, from initial discussions about value to validating outcomes after implementation.
• Create sophisticated ROI models tailored for CFOs, illustrating the effects on cost savings, productivity enhancements, revenue increases, and improved customer satisfaction.
• Facilitate executive discovery sessions and workshops to convert qualitative business objectives into measurable financial outcomes.
• Work in tandem with Account Executives on strategic opportunities, developing value narratives that aid in prioritization, pricing strategies, and competitive positioning.
• Foster a value-driven sales approach by developing standardized frameworks, benchmarks, and tools, including the Parloa Value Studio.
• Distill complex financial analyses into engaging narratives that resonate with CFOs, CIOs, and other senior business leaders.
• Ensure that value is realized post-sale by confirming outcomes and supporting expansion efforts through demonstrated impact.
• Capture and implement insights gained from the field into scalable go-to-market strategies, value frameworks, and industry benchmarks.

Requirements

• At least 5 years of experience in value consulting, value engineering, or commercial advisory roles, specifically within B2B SaaS or software environments.
• Demonstrated ability to create and manage ROI models and business cases that have influenced enterprise transactions exceeding $1 million, particularly with finance and procurement stakeholders.
• Strong financial modeling expertise, including knowledge of NPV, IRR, TCO, payback periods, and multi-year projections, with the capability to defend assumptions in discussions with executives.
• Proficiency in navigating complex and ambiguous situations with limited data, tight deadlines, and multiple stakeholders involved in decision-making.
• Strong executive presence, with the ability to translate intricate analyses into straightforward and persuasive business narratives.
• Highly self-motivated and ownership-oriented, while also being able to collaborate effectively with Sales, Solutions Engineering, and go-to-market teams.
• Practical and hands-on approach, with a preference for building models from scratch rather than relying on pre-existing templates.

Nice to have

• Experience in sectors such as Travel, Insurance, Healthcare, Financial Services, or Retail, especially in managing large customer operations.
• Familiarity with contact center operations or customer experience technology ecosystems, including CCaaS, CRM, workforce management, and analytics platforms.
• Background in enterprise SaaS, AI companies, or top consulting firms that support intricate enterprise sales processes.

Practical notes

This position may require travel up to 40% of the time to engage with enterprise clients, primarily within the United States.

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

Salary Range: $189,000 - $216,000 USD

At Parloa, we are dedicated to upholding high standards of data protection for both our clients and employees. Every team member plays a vital role in ensuring compliance with GDPR and ISO standards, including ISO 27001, when handling sensitive information.

Parloa is an active participant in the E-Verify program in the USA. For more details, please visit the E-Verify website.

We pride ourselves on being an equal opportunity employer, encouraging applications from all qualified candidates regardless of race, gender, sexual orientation, age, religion, national origin, disability status, or socioeconomic background.