Director, Value Consulting (Individual Contributor)

Job Snapshot

This is a mission-critical, Director-level role for a Value Consulting professional who will own the financial narrative for our company's largest, most strategic enterprise deals in the US market. You are not a service arm; you are a strategic deal accelerator .

This role requires a unique blend of CXO-level gravitas , sophisticated financial acumen, and an internal sales drive to ensure the Value Consulting function is utilized on the deals where its impact is greatest.

The individual will be based in our Bangalore office , strategically aligned to US business hours to partner seamlessly with US Account Executives (AEs) and influence their complex deal cycles.

Key Responsibilities

1. Executive Influence and Financial Justification

• CXO Engagement: Command the room with senior executives (CFOs, CROs, CEOs) by defining and presenting compelling, tailored Business Value Assessments (BVA) that link our platform capabilities directly to material business outcomes (e.g., increased revenue per rep, reduced time-to-competency, improved forecast accuracy).
• Deal Acceleration: Proactively mitigate financial objections and establish clear Return on Investment (ROI) and Total Cost of Ownership (TCO) required to secure multi-million dollar deals and accelerate purchasing decisions.
• Strategy Alignment: Guide deal strategy by structuring the commercial and technical aspects of large deals to perfectly align with the articulated business value and customer's strategic priorities.

2. Internal Evangelism and Sales Partnership

• Internal Canvas: Act as the "seller of value" internally. Develop and execute a proactive strategy to "canvas" and evangelize the Value Consulting function to US-based AEs and Sales Leadership.
• AE Engagement: Cultivate strong partnerships with AEs, convincing them of the necessity of involving Value Consulting often and early in key enterprise cycles to increase win rates and average deal size. You must earn your seat on every deal.
• Enablement & Coaching: Empower the field sales teams by providing them with core financial messaging, value-focused questioning, and objection handling techniques to improve their overall value-selling capabilities.

Qualifications and Experience

• Professional Experience: 12 to 15+ years of relevant professional experience, with a significant tenure in B2B SaaS Value Consulting, Business Value Engineering, or a top-tier Management Consulting firm focusing on technology transformation.
• US Market Focus: Direct, proven experience in supporting and closing complex, multi-year, multi-million dollar enterprise deals in the North American (US) market .
• CXO-Readiness: Exceptional executive presence, communication, and storytelling skills, with the ability to translate complex SaaS platform metrics into digestible financial and strategic language for the C-suite.
• Financial Expertise: Mastery of financial modeling, business case development, P&L analysis, and the quantitative metrics relevant to revenue operations, sales, and enablement functions.
• Location & Alignment: Must be based in Bangalore with the capacity to align work schedule with US business hours to effectively collaborate with remote sales teams and execute customer-facing calls.
• Education: Tier 1 MBA strongly preferred.

Bonus Points For

• Domain Expertise: Direct experience in the Revenue Enablement, Sales Readiness, or Sales Operations space.
• Prior SaaS Leadership: Experience building, scaling, or leading a Value Consulting practice within a high-growth B2B SaaS environment.
• Consulting Background: Previous experience at a management consulting firm