Job Title: Principal Value Engineer
Location: London - Hybrid
THE OPPORTUNITY:
At Salesloft, our Value Engineer will be pivotal to our company’s success. You will be a key member of our fast-growing and high-performing Presales team, serving as a trusted advisor and technical expert to our mid-market and Enterprise customers. You will directly contribute to their success by understanding their unique business challenges, quantifying the potential value of Salesloft, and demonstrating how our platform can deliver tangible results. We believe that the most successful sellers have a passionate and supportive team behind them.
The Value Engineering team at Salesloft is responsible for delivering business value engagements to net new and existing customers with the goal of impacting pipeline value, executive connection, and close rate.
On a day-to-day basis, you will be responsible for educating the market about the power of Salesloft, and supporting our biggest and most competitive enterprise opportunities by serving as the Salesloft value expert (non-technical). This means you will:
- Understand and align customers’ sales and buying process with Salesloft’s solutions and services; provide customers with presentations and communication they can use for selling value through their organizations
- Consult clients on industry best practices and develop case for change with measurement milestones
- Conduct Value Assessments and build value realisation plans to inform successful delivery and customer success
- Develop comprehensive baselines, KPIs, and project performance with Salesloft solutions and services
- Partner with delivery and CSM teams to support the customer in transitioning to realising value
- Manage executive relationships; participate as executive sponsor in QBRs
To thrive in this role, you will keep up with industry trends, competitive landscape, and customer value needs.
We believe that the most successful sellers have a passionate and supportive team behind them.
In addition to working with amazing colleagues who exemplify our ‘team over self’ core value, you will also have the opportunity to sell a revolutionary software that is changing the way sellers sell. You will have an opportunity to make a difference.
WHAT WE’RE LOOKING FOR:
We are seeking a results-oriented, motivated, and strategic thinker who is laser-focused on generating new business as well as expansion within existing accounts.
If you’re passionate about sales technology, providing a world-class customer experience, and thrive in a fast-paced, hyper-growth startup environment, then becoming a Value Engineer is the career path for you!
THE TEAM:
The Value Engineering team is a high-performing group of former sales leaders, consultants, and operations professionals who drive business value assessments in Salesloft’s most impactful and strategic deals. They are also the epitome of our core values - Customers First. Team Over Self. Focus on Results. Bias Towards Action. Glass Half Full.
THE SKILL SET:
- BA/BS in a mathematical/engineering/analytical subject
- 4+ years of experience in value engineering, management consulting, sales, or another client-facing role
- Experience leading executive engagements; strong executive presence
- Highly analytical with the ability to derive customer KPIS and use custom benchmarks and modeling to articulate business value
- Ability to bring clarity to complex, undocumented processes and inefficiencies with simple descriptions and visuals
- Ambitious with a record of high achievement
WITHIN ONE MONTH, YOU’LL:
- Begin 1:1’s with your manager, understand your 30-60-90 plan, identify the accounts you will be supporting, and work closely with the Sales Executive team to - understand current state of existing deals
- Become familiar with decks, models, and approach to positioning value to prospects and customers. Learn all tools in tech stack
- Begin training on Salesloft platform.
- Set your OKRs (Objectives and Key Results) with your manager and develop an action plan to achieve them
WITHIN THREE MONTHS, YOU’LL:
- Research & build value hypotheses/Points of View for target accounts
- Successfully executive a lightweight business case -- qualitatively and quantitatively -- working with Enterprise Account Executives and the rest of the Value Engineering team
- Make yourself available to travel to see our largest and most strategic prospects as needs rise
- Run Interviews with Sales leaders and end users alike
- Have completed Salesloft training and establish yourself as fluent on our platform
WITHIN SIX MONTHS, YOU’LL:
- Deliver complete business cases per the quota count assigned by your manager
- Design and build Value Realisation plans in partnership with CSM to translate business case into Y1 value delivery
- Complete your Lessonly training to ensure you are up-to-date on negotiation best practices, new releases and more
- Continue to focus on your OKRs
WITHIN TWELVE MONTHS, YOU’LL:
- Be considered a top-performer on the team by consistently exceeding your goals
- Set an example for this position, and assist in training, onboarding and motivating new Lofters
WHY YOU’LL LOVE SALESLOFT:
At Salesloft, we're not just a company, we're a community built on shared values.
- Lead With Humility and Respect
- Earn Customer Trust
- Put Team Over Self
- Redefine What’s Possible
- Deliver Big Results
Salesloft delivers a performance force multiplier for the world’s most demanding companies. Salesloft’s Revenue Orchestration Platform, delivering the first AI-powered durable revenue engagement model, keeps market-facing teams on top of all buyer signals, with outcomes-driven prioritization so they always act first on what matters most. Thousands of the world’s most successful sales teams, like those at Google, 3M, IBM, Shopify, Square, and Cisco, drive more revenue with Salesloft.
While we’re proud of our history, we’re even more excited about the future. We want to create a world-class culture and company that attracts, develops, engages and retains elite talent.
Since our founding in 2011, we have grown into a global, award-winning organization with Lofters based all over the world. As a testament to our organizational health, we have been named by Forbes as one of America’s Best Startup Employers in 2021, Atlanta Business Chronicle’s 2022 Healthiest Employers, three times by Deloitte as a ‘Fastest-Growing Technology Company in North America,’ and have been recognized as a top workplace by Fortune, Glassdoor, Atlanta Journal-Constitution, and Inc Magazine.
In addition to our stand-out organizational health:
- 2024 Best Places to Work Certified for a fourth consecutive year
- Leader in The Forrester Wave™: Revenue Orchestration Platforms for B2B, Q3 2024
- G2 Enterprise Sales Engagement Leader 15 consecutive quarters
- Recognized by Gartner Peer Insights as a Customer’s Choice in 2023 Voice of the Customer for Sales Engagement Applications
- G2 recently ranked us #1 in Enterprise Sales Engagement and we were named a leader in the 2022 Forrester Wave for Sales Engagement. We received the highest possible score in 26 out of 30 criteria, more than any other vendor evaluated in our category.
We’re redefining an age-old industry. This is challenging work – but our team of driven innovators makes the journey thrilling. We’re fast-paced, cutting-edge, and collaborative. We pursue excellence in everything we do and have a lot of fun along the way. Come join us!
WHY SHOULD YOU WORK AT SALESLOFT:
- You will become part of an amazing culture with a supportive CEO and smart teammates who actually care
- You will work with an amazing team you can learn from and teach
- You will experience joining a high-growth/high-trajectory organization
- You will hear “Yes, let’s do that!” and then have the opportunity to successfully execute on your ideas
- You will build community with Lofters of many cultures and backgrounds through ERGs and DEI initiatives
- We have a vibrant, open office that utilizes modern technology
- We firmly believe you will have the opportunity to grow more here than you would anywhere else
Salesloft is committed to creating a sense of belonging for all Lofters. We integrate representation and inclusion into Salesloft’s core by establishing and meeting specific, time-bound objectives for fair hiring and career growth. We prioritize actionable steps over terminology, and showcase how a genuinely diverse and inclusive culture enhances our financial success and overall performance.
We are proud to be an Equal Opportunity Employer and provide equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law.
Don’t meet every single requirement? Studies have shown that people from underrepresented groups are less likely to apply to jobs unless they meet every single qualification. At Salesloft we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.
Keep an eye on our Careers Page for other positions!
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