Senior Value Engineer

About The Role

As a Value Engineer at Hightouch, you will partner with our sales team to help prospects and customers quantify the business value of activating their data with Hightouch. You will own customer-facing Business Value Assessments end-to-end: discovery, value mapping, ROI/TCO modeling, and executive presentation. The role leans Enterprise, but you will also work alongside Mid-Market and full sales teams where the engagement calls for it.

Equally important, you will help build the frameworks, playbooks, and operating motion that bring value selling to life across the GTM org. You will partner closely with Enablement, sales leadership, and SE leadership to make value selling part of how Hightouch sells, not just something the VE team owns.

This is the first hire on a function that is actively scaling. You will have outsized impact on the deals you touch, the playbooks the field adopts, and the trajectory of the function itself.

What You'll Do

• Lead Business Value Assessments end-to-end for Enterprise prospects and customers, from value discovery through ROI/TCO modeling to executive readout. Engage with Mid-Market deals and the broader sales org where the situation warrants.
• Build directional business cases that earn the right to a CFO conversation, then sharpen them to defensible models with customer data.
• Partner with AEs, Solutions Engineers, and sales leadership across Enterprise and Mid-Market on the deals that matter most.
• Translate Hightouch product capability into measurable business outcomes that executive buyers care about (revenue, retention, efficiency, risk).
• Present findings to economic buyers and committees: CFO, CMO, CDO, VP Marketing, and equivalent.
• Design and build the frameworks, playbooks, calculators, and assets that make value selling repeatable across the GTM org. Not just for VE, but for AEs and SEs to use on their own deals.
• Partner with Enablement and sales leadership to roll out value-selling practices across the field. Help shape the training, the materials, and the operating cadence that scale value selling beyond a handful of high-touch engagements.
• Contribute to Business Value Realization for existing customers, tracking adoption and quantifying the value delivered post-sale.
• Contribute to the AI and agentic capabilities we are building to scale value selling across the field. Whether that is shaping the workflows, designing the agents, or testing them in real engagements, you help drive the direction and the build.
• Help shape where the VE function goes next as Hightouch scales. This role is for someone who wants to build, not just execute against someone else's playbook.

What We're Looking For

• 5+ years in Value Engineering, value consulting, or value-focused pre-sales at a SaaS company (e.g., Salesforce, Snowflake, Databricks, Adobe, ServiceNow, Workday, MongoDB, or similar).
• Track record of building business cases that closed or expanded Enterprise SaaS deals at $500K+ ARR.
• Strong financial modeling fundamentals: ROI, TCO, NPV, IRR, sensitivity and scenario analysis.
• Confident presenting to C-level economic buyers. Comfortable in a room with a CFO, CMO, or CDO and able to flex between business narrative and underlying math.
• Plain-language storytelling. You translate technical capability into business value without falling back on jargon.
• Self-directed. You can run an engagement end-to-end with light oversight and bring structure to ambiguous problems.
• Pragmatic. You know when directional is enough to move a deal and when defensible is required to close one.
• Builder mentality. You want to design how a function operates, not just execute against someone else's playbook. You see a gap in process, tooling, or enablement and you go build the fix.
• AI-forward and fluent. You actively use AI tools in your daily work and have a point of view on where AI is reshaping value selling. You are excited to help build the next generation of agentic tooling the field will use.
• Strong written communication. Briefs, recaps, and executive summaries that move stakeholders.

Bonus If You Have

• Domain experience in CDP, customer data activation, MarTech, AdTech, or data warehousing.
• Experience helping stand up or scale a VE function at an early- or growth-stage SaaS company.
• Built repeatable frameworks, calculators, or playbooks adopted by a broader sales org.
• Hands-on experience building automations, agents, or AI-assisted workflows that scaled the output of a function (yours or your team's).