Lead Value Consultant

Outreach

6d • $125,000 - $145,000 • Remote

About The Position

Outreach is seeking a senior, specialized Value Consultant to join their Solutions Consulting organization. This role reports to the VP of Solutions Consulting and focuses on bringing financial expertise and executive-level business acumen to complex sales opportunities. The Value Consultant will quantify the business impact of Outreach, build data-driven ROI models and value narratives, and engage with executive stakeholders. Beyond the initial sale, this role will also contribute to shaping value measurement across the customer lifecycle, supporting adoption, renewals, and expansions. This is a specialist role for high-stakes opportunities where demonstrating measurable business value is critical.

Requirements

• 7+ years in pre-sales, value engineering, management consulting, or financial advisory, with demonstrated experience building and defending business cases or ROI models in enterprise B2B sales cycles.
• Comfortable building and defending multi-variable financial models; able to speak the language of CFOs and translate operational data into bottom-line impact, and hold your ground when the numbers are challenged.
• Skilled at structured stakeholder interviewing, asking precise questions, synthesizing conflicting inputs across stakeholders, and identifying the financial story embedded in operational data.
• Confident and composed facilitating conversations at the C-suite level; equally effective in a working session with RevOps as in a boardroom with a CFO or procurement team.
• Able to map complex customer environments to clear, quantified value drivers without oversimplifying or overpromising, and without needing to own the full sales cycle to do it well.
• Strong written and verbal communicator, your business cases are clear, credible, and compelling to both technical and non-technical audiences. You can simplify without losing rigor.
• You plug into an existing AE and SC partnership at a critical moment and make the whole team better without disrupting established momentum.
• Actively developing fluency in AI-driven sales processes, revenue intelligence, and the evolving landscape of go-to-market technology.
• Demonstrated proficiency in value-based selling, ROI analysis, and MEDDPICC.

Nice To Haves

• Familiarity with Demo2Win is a plus.

Responsibilities

• Engaging mid-to-late stage in enterprise pursuits to lead structured value discovery sessions with economic buyers and operational stakeholders: CROs, CFOs, COOs, VPs of RevOps, and Sales leadership.
• Building rigorous, data-backed ROI models and business cases that quantify the financial impact of Outreach adoption, covering productivity gains, pipeline velocity, revenue lift, and cost avoidance.
• Presenting value findings and investment justifications to C-suite and VP-level stakeholders with confidence, credibility, and the ability to handle scrutiny from finance-oriented buyers.
• Owning the business case end-to-end once engaged, from discovery interview through executive presentation, with clear handoffs to AE and SC at each stage.
• Leveraging MEDDPICC to anchor business cases to the prospect's metrics, economic drivers, and decision criteria in a way that directly supports the AE's close strategy.
• Setting the roadmap for the value consulting practice including: methodology, tooling, and engagement criteria and continuous improvement.
• Developing and maintaining repeatable, scalable value assets: ROI templates, industry benchmarks, value discovery frameworks, and executive business review tools that the broader SC and CS team can use independently on smaller deals.
• Mentoring SCs on value-selling techniques, discovery best practices, and financial modeling fundamentals, raising the floor for the entire team.
• Partnering closely with GTM leadership, AEs and Solutions Consultants to align the value narrative with the technical win strategy, ensuring consistency across all stakeholder touchpoints from solutioning through close.
• Equipping Customer Success to operationalize the value realization framework, enabling them to track outcomes and feed results back into future business cases.
• Collaborating with Product and Marketing to ensure Outreach's value story reflects current platform capabilities and real customer outcomes, including AI-driven workflows through Amplify, Kaia, and Research Agent.

Benefits

• Flexible time off
• 401k to help you save for the future
• Generous medical, dental, and vision coverage for full-time employees and their dependents
• A parental leave program that includes options for a paid night nurse, and a gradual return to work
• Infertility/ assisted reproductive services benefit
• Employee referral bonuses to encourage the addition of great new people to the team
• Snacks and beverages in the Office, along with fun events to celebrate
• Diversity and inclusion programs that promote employee resource groups like Outreach Women's Network, Latinx community, Outreach Black Connection, AAPI community, Pride/LGBTQIA+, Gender+, Disability Community, and Veterans/Military

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed