Alkami is entering a new phase of growth-evolving from a product-led sales motion to a platform-led organization on a path toward $1B in revenue. As we expand our platform strategy, we need a disciplined approach to quantifying, communicating, and realizing customer value at every stage of the customer journey.

The Senior Director, Business Value Services will establish and lead Alkami's Business Value function, creating the frameworks, methodologies, and team responsible for translating platform capabilities into measurable business outcomes for banks and credit unions. This leader will serve as the executive bridge between customer strategy and financial impact, helping prospects and customers build confidence in transformational investments through data-driven business cases, ROI analysis, and value realization programs.

This is a highly strategic builder role. You will define Alkami's value-selling methodology, create scalable intellectual property and tooling, partner on the company's most important platform opportunities, and institutionalize value-based selling across the go-to-market organization. Working closely with Sales, Customer Success, Product, Marketing, and Executive Leadership, you will ensure Alkami can consistently articulate, prove, and deliver measurable business outcomes throughout the customer lifecycle.

Success in this role will be measured by increased platform win rates, larger deal sizes, stronger executive engagement, accelerated sales cycles, and the expansion of customer value realization programs that drive renewals, growth, and advocacy.

Over time, you will build and lead a high-performing Business Value Services team that becomes a core pillar of Alkami's platform growth strategy.
Key Responsibilities & Duties:

• Value methodology and IP. Build Alkami's value selling methodology: pain taxonomy by customer archetype, value driver trees, ROI models, and the proof library that ties customer outcomes to platform capabilities. Own the v1 ROI calculator that ships into Salesforce.
• Deal partnership at the top of the funnel. Personally partner on the top 10 platform deals each quarter - co-leading executive discovery, building deal-specific business cases, and presenting financial models to bank and credit union executives. Set the standard for what great looks like.
• AE and Director enablement. Train 6 directors and 32 AEs on value-based selling so they can execute the methodology in the field. Build the playbooks, the discovery frameworks, and the certification path that make value selling a repeatable sales competency, not a VE-dependent crutch.
• Post-sale value realization. Partner with Customer Success leadership to extend value tracking into the post-sale lifecycle - closing the loop from value-sold to value-delivered. Build the QBR motion and adoption metrics that turn realized value into the basis for renewal, expansion, and reference creation.
• Team build. Hire and develop the next 2-3 Value Engineers in Year 2, aligned to segment pods as the platform model scales beyond the Large Bank beta.

Qualifications:

• 10+ years of experience in Business Value Consulting, Value Engineering, Value Advisory, Management Consulting, Strategic Finance, Sales Strategy, or related enterprise SaaS functions
• 5+ years leading or building business value, value engineering, or strategic consulting teams within a high-growth B2B SaaS organization
• Demonstrated success building a Business Value, Value Engineering, or similar function from the ground up, including methodologies, tools, processes, and talent development
• Proven experience developing executive-level business cases, ROI models, total cost of ownership (TCO) analyses, and value realization frameworks that influenced enterprise technology investments
• Significant experience presenting to and influencing C-suite executives, including CEOs, CFOs, COOs, CIOs, and business-line leaders
• Track record partnering with enterprise sales teams on complex, multi-stakeholder opportunities and helping drive measurable revenue outcomes
• Experience enabling and coaching sales organizations on value-based selling methodologies and executive conversations
• Strong analytical and financial modeling skills with the ability to translate technical capabilities into business outcomes and financial impact
• Exceptional executive communication, storytelling, and presentation skills
• Bachelor's degree required; MBA, CPA, CFA, or equivalent advanced business or financial credential preferred

Desired Skills:

• Banking domain depth (former bank operator, FS consulting at McKinsey/BCG/Bain/Cornerstone, or 5+ years selling into banks)
• Experience extending value engineering into post-sale customer success motions
• Salesforce-native: built value tooling that lives where AEs already work

The salary range for this position is: $240,000 - $300,000

Cool Things to Know

Not Just Any Company: Alkami has an awesome diverse and inclusive environment. We have a FUN culture and offer great benefits, including remote-first environment, unlimited paid time off, 401(k) with employer match, and more.

Work Authorization: We cannot offer employment sponsorship at this time. Candidates must be eligible to work in the US for full-time employment.

Recruiters: We are not looking for outside recruiting firms to help us in this search. Thank you for understanding.

Pay Transparency: As of January 1, 2023, new states and locales have enacted pay equity laws that require more pay transparency by employers in the following states: California, Colorado (effective January 1, 2021), Connecticut, Maryland, Nevada, New Jersey, New York, Ohio, Rhode Island and Washington.

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