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About the Role
Value consulting at Optimizely is a deal-shaping, narrative-defining, executive-influencing role at the center of important sales pursuits. As Lead Value Consultant for the Agent Platform, you will be the value expert, owning the value motion from discovery to business case, working with Account Executives to position impact, build financial stories, and instill customer confidence. This senior individual contributor role requires high autonomy, a high quality bar, and a passion for translating complex business problems into clear value narratives.
Responsibilities
- Lead value discovery pre-demo and across the sales cycle, running structured workshops with multiple customer stakeholders to surface outcomes, assumptions, and inputs for a compelling business case.
- Own the end-to-end value plan from discovery to proposal, partnering with the AE to shape, position, and defend value.
- Build ROI, TCO, and scenario models live with customers, securing shared ownership of inputs and outputs.
- Produce transformation roadmaps and multi-product business cases with a clear, stage-by-stage narrative.
- Co-captain deal strategy with the AE, shaping story points, stakeholder sequencing, and proposal narratives.
- Deliver executive-ready narratives connecting business outcomes to investment logic and prepare customer stakeholders for internal presentations.
- Present to director, VP, and ELT-level audiences, adapting communication style to the room and decision.
- Quantify product differentiation versus alternatives, building a defensible economic argument for change.
- Develop new value materials and modeling for repeatable use, driving adoption with clear guidance.
- Create customer use cases, references, and industry-specific assets that are outcome-led and credible.
- Contribute to and improve the team’s value asset library with pragmatic enhancements based on deal learnings.
- Develop and publish thought leadership content aligned to priority themes, including whitepapers and blog posts.
- Represent Optimizely as a subject matter expert at industry events, speaking to the value and strategic impact of agentic content operations.
Requirements
- 6+ years in a customer-facing value, strategy, or consulting role, ideally within SaaS or enterprise technology.
- Proven track record building and defending business cases and financial models with senior stakeholders, including finance-grade ROI, TCO, and scenario analysis.
- Experience leading discovery workshops with multiple customer stakeholders, from practitioners through to director and VP level.
- Experience working directly alongside sales teams on complex, multi-stakeholder deals.
- Familiarity with digital experience, content operations, marketing technology, or AI-driven SaaS is a strong advantage.
- High-autonomy operator who owns engagements, manages prioritization, and produces high-quality outputs with minimal rework.
- Sharp financial modeller comfortable building live with customers and securing shared ownership of assumptions, inputs, and outputs.
- Clear communicator who translates complex value logic into executive narratives for directors, VPs, and finance audiences.
- Strong sales partner recognized as a key strategic collaborator.
- Curious about AI and understanding how AI products create measurable business impact.
Skills
- Value discovery
- Business case development
- Financial modeling (ROI, TCO, scenario analysis)
- Workshop facilitation
- Sales strategy
- Executive communication
- Content creation
- Thought leadership
- Subject matter expertise
- AI impact articulation
Location
- Global
Work Type
- Full-time
Experience Level
- Senior
Education Level
- Bachelor's of Science or Business Administration preferred or equivalent work experience
Salary/Compensations
- $195,000-$332,000
About the Company
- Optimizely is a leader in MarTech, providing AI-powered content creation, world-class CMS, and an experimentation platform used by over 10,000 brands.
- The company has 1,600+ employees across 12 global offices, fostering a culture of curiosity, collaboration, and genuine care.
- Optimizely is shaping the future of marketing technology.
Equal Opportunity
- Optimizely is committed to a diverse and inclusive workplace.
- Optimizely is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.