Principal Value Engineer

Job Description

This role bridges the gap between tech and business strategy. They will be running value discovery, modeling ROI/TCO, and pitching business outcomes directly to C-Suite decision-makers for high value deals

Key Responsibilities

• Value Discovery & Gap Analysis: Run deep discovery sessions with prospects to identify pain points, baseline current-state metrics, and articulate the business gap between where they are and where Freshworks can take them.
• Financial Modeling & Business Cases: Build custom financial models (ROI, TCO, payback period, risk mitigation) to justify major CX investments for key accounts.
• Executive Presentations: Partner with SEs and AEs/AMs to create and deliver high-impact pitch decks and business cases tailored for C-suite buyers (CIO, CRO, CFO).
• GTM & Sales Enablement: Train and enable the broader Sales and SE organizations on how to use Value Engineering assets, discovery frameworks, and ROI calculators in early deal stages.
• Benchmarking & Value Realization: Capture key customer and industry metrics to build reusable benchmarking data and prove ROI post-sale alongside Customer Success.
• Deal Team Collaboration: Act as an active, embedded team member on high-priority enterprise deals alongside Account Executives, Solution Engineers, and Sales Leadership.

Qualifications

• 7+ years of relevant experience in Value Engineering, Presales Value Consulting, Management Consulting in SaaS.
• Strong Financial Modeling Skills: Must be able to build and defend ROI/TCO models from scratch during the interview process.
• Domain Context: Solid understanding of Enterprise Software. Prior experience with CRM, Customer Service, or ITSM solutions is a huge plus.
• Executive Presence: Exceptional communication and presentation skills, this person will be put in front of C-level executives regularly.
• Cross-Functional Influence: Ability to drive enablement and collaborate across Sales, Solution Engineering, Product, and Enablement.
• Attributes: High-energy self-starter, comfortable navigating ambiguity, and able to build processes where standard playbooks don't yet exist.