Business Value Engineer

Ironclad•San Francisco, CA

About The Position

Ironclad is the leading AI contracting platform that transforms agreements into assets. Contracts move faster, insights surface instantly, and agents push work forward, all with you in control. Whether you’re buying or selling, Ironclad unifies the entire process on one intelligent platform, providing leaders with the visibility they need to stay one step ahead. That’s why the world’s most transformative organizations, from OpenAI to the World Health Organization and the Associated Press, trust Ironclad to accelerate their business. We’re consistently recognized as a leader in the industry: a Leader in the Forrester Wave and Gartner Magic Quadrant for Contract Lifecycle Management, a Fortune Great Place to Work, and one of Fast Company’s Most Innovative Workplaces. Ironclad has also been named to Forbes’ AI 50 and Business Insider’s list of Companies to Bet Your Career On. We’re backed by leading investors including Accel, Y Combinator, Sequoia, BOND, and Franklin Templeton. For more information, visit www.ironcladapp.com or follow us on LinkedIn. The Business Value Engineer role is intended to own, define, and execute Ironclad’s value-selling methodology across the customer lifecycle. This role is critical in bringing financial rigor and strategic storytelling to the sales process, ensuring our prospects and customers clearly understand the projected and realized impact of Ironclad’s technology. You will be responsible for the end-to-end value lifecycle—from initial discovery and financial modeling to executive-level presentations and post-sale value realization. This role is cross-functional, partnering with Sales, Customer Success, Product, and Marketing to ensure our value strategy drives revenue growth, deal velocity, and long-term customer success.

Requirements

Experience: 6+ years of experience in value engineering, management consulting, or software sales, with a track record of driving complex deal strategy.
Financial Expertise: Deep experience in financial modeling, specifically developing custom business cases that detail the value of complex software solutions.
Resilient & Adaptive: Proven ability to stay effective under ambiguity and adjust value narratives quickly based on customer feedback and shifting deal dynamics.
Agile Problem Solver: Ability to guide teams on when to pivot approaches and teach others how to unblock value engagements with methodology when resources are limited.
Strategic Storyteller: Demonstrated ability to identify patterns from CXO conversations to innovate and pilot new solutions that establish the team as a trusted advisor.
Collaborative Leader: Extensive experience collaborating with cross-functional teams, including Sales, Sales Engineering, and gTech, to drive persuasive customer adoption.
Technical Rigor: Proficiency in mapping as-is workflows to identify inefficiencies and quantify metrics for "above-the-line" executive audiences.

Responsibilities

Deal-Level Execution: Own the value strategy for complex deals by leading discovery-based sales processes to identify customer pain points and business objectives. Develop custom financial models (TCO, ROI) and defend them against CFO and procurement scrutiny.
Process Analysis & Standardization: Map as-is workflows to identify inefficiencies and quantify metrics. Standardize advanced modeling methodologies (scenario-based, risk-adjusted) and build repeatable process frameworks for specific industries or functions.
Strategic Programs: Lead multi-threaded value programs that extend beyond individual deals. Create prioritization frameworks for the team to focus the organization on the highest-impact paths.
Sales Partnership & Influence: Provide informal coaching and share best practices across the team to raise the collective bar. Partner seamlessly with GTM and Sales Engineers (SEs) on deal strategy and sponsorship creation.

Benefits

100% health coverage for employees (medical, dental, and vision), and 75% coverage for dependents with buy-up plan options available
Market-leading leave policies, including gender-neutral parental leave and compassionate leave
Family forming support through Maven for you and your partner
Paid time off - take the time you need, when you need it
Monthly stipends for wellbeing, hybrid work, and (if applicable) cell phone use
Mental health support through Modern Health, including therapy, coaching, and digital tools
Pre-tax commuter benefits (US Employees)
401(k) plan with Fidelity with employer match (US Employees)
Regular team events to connect, recharge, and have fun
And most importantly: the opportunity to help build the company you want to work at