Lead Value Consultant

Reporting to the VP of Solutions Consulting, the Value Consultant is a senior, specialized role within the Solutions Consulting organization. You bring financial expertise and executive-level business acumen to the opportunities that matter most, helping customers move from understanding what Outreach can do to clearly quantifying its business impact.

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.

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.

Nice to have

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