About the Role:As a
Senior Value Engineer - West Coast at Parloa, you own the financial and strategic narrative behind our most critical enterprise AI deals. You will architect and validate CFO-grade business cases, ensuring our customers clearly understand-and can defend-the economic impact of adopting Parloa.
This is a highly strategic, customer-facing role where you operate at the intersection of Sales, Solutions Engineering, and executive stakeholders. You translate complex AI capabilities into measurable business outcomes, enabling a shift from feature-led selling to value-led decision-making.
You will work on high-impact, $1M+ enterprise opportunities, partnering closely with Account Executives and Solution Engineers to shape deal strategy, influence executive stakeholders, and drive confident investment decisions.
This is your opportunity to define how value is quantified and communicated in enterprise AI, helping global organizations justify, adopt, and scale agentic AI with clarity and confidence.
Areas of Ownership:- Own value engineering across the full sales lifecycle, from early-stage value framing through late-stage deal support and post-live value validation
- Build CFO-grade ROI models quantifying impact across cost reduction, productivity gains, revenue uplift, and customer experience improvements
- Lead executive value discovery sessions and workshops, translating qualitative business priorities into quantified financial outcomes
- Partner with Account Executives on strategic deals, shaping value narratives for prioritization, pricing, competitive positioning, and expansion
- Enable value-led selling by developing standardized frameworks, benchmarks, and repeatable tooling (including Parloa Value Studio)
- Translate complex financial analysis into clear, compelling executive narratives that resonate with CFOs, CIOs, and business leaders
- Drive post-sale value realization by validating outcomes and supporting expansion through proven impact
- Capture and operationalize field learnings into scalable GTM playbooks, value frameworks, and industry-specific benchmarks
Who You Are:- You bring 5+ years of experience in value consulting, value engineering, or commercial advisory roles within enterprise B2B SaaS or software environments
- You have a proven track record of building and owning ROI models and business cases that influenced $1M+ enterprise deals involving finance and procurement stakeholders
- You have strong financial modeling expertise (e.g., NPV, IRR, TCO, payback, multi-year scenarios) and can confidently defend assumptions in executive conversations
- You thrive in complex, ambiguous environments with incomplete data, tight timelines, and multi-stakeholder decision processes
- You have executive presence and can translate complex analysis into clear, persuasive business narratives
- You are highly autonomous, with a strong ownership mindset, while collaborating effectively across Sales, Solutions Engineering, and GTM teams
- You are hands-on and pragmatic, comfortable building models from first principles rather than relying on templated approaches
Nice to Have:- Industry experience in Travel, Insurance, Healthcare, Financial Services, or Retail, especially in large-scale customer operations environments
- Exposure to contact center operations or CX technology ecosystems (e.g., CCaaS, CRM, workforce management, analytics platforms)
- Background in enterprise SaaS, AI companies, or top-tier consulting firms supporting complex enterprise sales cycles
Our Recruiting Process:Talent Acquisition → Hiring Manager → Case Study / Presentation → Bar Raiser
Travel:Travel up to ~40% to support enterprise customers, primarily across the US
Compensation for this role is structured as On-Target Earnings (OTE), consisting of a base salary and performance-based variable component, in addition to an equity package.
On Target Earnings: $
Salary Range
$130,000-$150,000 USD
