Principal Value Consultant

About Outreach   Outreach, founded in 2014, is the only complete agentic AI platform for revenue teams. Outreach infuses agentic AI, conversation intelligence, and assistive AI to power hundreds of use cases across revenue motions. From new logo prospecting to expansions, deal acceleration, driving retention, and forecasting, Outreach AI automates workflows and frees sellers to focus on more strategic conversations and actions. Revenue leaders benefit from connected account visibility, performance insights, and higher forecasting accuracy across every GTM team. World leading enterprise organizations use Outreach to power their revenue teams, including Databricks, SAP, Siemens, and Verizon to name a few.  About the Team  The Solutions Consulting team sits at the intersection of technology, strategy, and customer success. As trusted advisors, we help prospects and customers reimagine how they engage buyers, accelerate revenue growth, and realize the full value of Outreach.  We partner closely with Sales, Product, Customer Success, Professional Services, and Marketing because we believe the best customer outcomes come from winning together. By combining deep industry expertise, a consultative approach, and the power of AI, we design innovative solutions that solve complex business challenges and deliver measurable impact. If you're energized by collaboration, continuous learning, and shaping the future of AI-powered revenue execution, you'll feel right at home on our team.  The Role  Reporting to the VP of Solutions Consulting, the Principal Value Consultant owns the value consulting practice itself, not just the engagements that run through it. You are the architect of how value gets proven, scaled, and governed across the entire revenue organization.  You will engage personally on the highest-stakes, most complex opportunities, and your primary mandate is to design the methodology, own the build-vs-buy decisions on tooling and outside partners, define what "good" looks like for the function's own KPIs, and codify a lighter-weight version of the assessment that Solutions Consultants and Account Executives can run themselves. Your success is measured by whether the organization needs you less over time because you've built something that outlives any single engagement.  This is a build-the-function role. We are looking for someone who has done this before, named program, named company, measurable adoption, and can prove it.  Your Daily Adventures Will Include  Deal Engagement • Engaging on the most complex, highest-stakes 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. • 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. Practice Architecture & Governance • Own the operating model for the value consulting function: methodology, tooling, engagement criteria, and the build-vs-buy decision on external partners or vendors, including evaluating whether outside methodology and IP should be brought in-house or replaced. • Design and codify a "lite" version of the solution assessment that Solutions Consultants and Account Executives can run independently on smaller or earlier-stage opportunities, multiplying the function's reach well beyond what any single practitioner could deliver personally. • Define the success framework itself, not just report against one: establish which KPIs actually reflect impact (closed-won value influenced, not raw activity or engagement volume) and hold the broader team accountable to that standard. • Build and maintain the reusable asset library ROI templates, industry benchmarks, discovery frameworks, and executive business review tools, that the broader SC and CS teams use independently on deals where you are not directly engaged. • Mentor and raise the floor for the entire Solutions Consulting team on value-selling technique, discovery practice, and financial modeling fundamentals. Cross-Functional Partnership & Enablement • Partner with GTM leadership, AEs, and Solutions Consultants to align the value narrative with the technical win strategy, ensuring consistency from solutioning through close. • Equip Customer Success to operationalize the value realization framework so pre-sale business cases connect directly to post-sale adoption, renewal, and expansion outcomes. • Collaborate 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. • Represent the value consulting function in cross-functional governance forums, defending scoping, resourcing, and methodology decisions to senior internal stakeholders (RevOps, GTM leadership, Chief of Staff), not only to customers. Our Vision of You • Experience: 10+ years in pre-sales, value engineering, management consulting, or financial advisory, including demonstrated experience building a value consulting or value engineering function from the ground up, not just operating inside one someone else designed. You can name the program, the company, and the adoption results. • Financial Acumen: Comfortable building and defending multi-variable financial models; able to speak the language of CFOs, translate operational data into bottom-line impact, and hold your ground when the numbers are challenged. • Organizational Design Sense: Able to evaluate build-vs-buy tradeoffs on methodology and tooling, and to design a tiered engagement model (full assessment vs. self-serve "lite" version) that scales beyond your own bandwidth. • Discovery Mastery: Skilled at structured stakeholder interviewing, synthesizing conflicting inputs across stakeholders, and identifying the financial story embedded in operational data. • Executive Presence, Internally and Externally: Confident and composed facilitating conversations at the C-suite level with customers, and equally comfortable defending a methodology or resourcing decision to internal senior leadership. • Strategic Problem Solving: Able to map complex customer environments to clear, quantified value drivers without oversimplifying or overpromising. • Exceptional Communication: Your business cases and your internal recommendations are clear, credible, and compelling to both technical and non-technical audiences. • Collaboration First: You plug into existing AE and SC partnerships at critical moments and make the whole team better without disrupting established momentum. • Continuous Learning: Actively developing fluency in AI-driven sales processes, revenue intelligence, and the evolving landscape of go-to-market technology. • Training & Certifications: Demonstrated proficiency in value-based selling, ROI analysis, and MEDDPICC. Familiarity with Demo2Win is a plus. How Success is Measured • The value consulting practice operates on a codified methodology and KPI framework that you designed and defend, tied to closed-won value influenced, not activity volume. • A self-serve "lite" assessment is in active use by Solutions Consultants and Account Executives on deals where you are not personally engaged. • Business cases and ROI models you lead personally consistently accelerate deal velocity and improve win rates on the most complex enterprise pursuits. • Recognized by AEs, SCs, and senior internal stakeholders as the final word on value methodology, tooling decisions, and program design, not just a strong individual contributor. • Demonstrates measurable impact through influenced ARR, POV win rate, and adoption of the scaled assessment model across the broader GTM organization. #LI-AK1 #remote Why You’ll Love It Here   • 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   Outreach is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.   Our success is reliant on building teams that include people from different backgrounds and experiences who can elevate assumptions and ideas with fresh perspectives. We're dedicated to hiring the whole human, not just a resume. To that end, we look for a diverse pool of applicants-including those from historically marginalized groups. We would like to invite you to apply even if you don't think you meet all of the requirements listed below. We don't want a few lines in a job description to get between us and the opportunity to meet you.