Key skills
SaaSSales
About this role
Role Overview
- 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
Requirements
- 5+ years of experience in value consulting, value engineering, or commercial advisory roles within enterprise B2B SaaS or software environments
- Proven track record of building and owning ROI models and business cases that influenced $1M+ enterprise deals involving finance and procurement stakeholders
- Strong financial modeling expertise (e.g., NPV, IRR, TCO, payback, multi-year scenarios)
- Thrive in complex, ambiguous environments with incomplete data, tight timelines, and multi-stakeholder decision processes
- Executive presence and can translate complex analysis into clear, persuasive business narratives
- Highly autonomous, with a strong ownership mindset, while collaborating effectively across Sales, Solutions Engineering, and GTM teams
- Hands-on and pragmatic, comfortable building models from first principles rather than relying on templated approaches.
Benefits
- 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.