Introduction

Job Responsibilities

Own the value motion

• Lead value discovery pre-demo and across the sales cycle, running structured workshops with multiple customer stakeholders to surface outcomes, assumptions, and the inputs needed to build a compelling business case.
• Own the end-to-end value plan from discovery to proposal, working in close partnership with the AE to shape, position, and defend value at every stage.
• Build ROI, TCO, and scenario models live with customers, securing shared ownership of inputs and outputs so the customer can champion the story internally without you in the room.
• Produce transformation roadmaps and multi-product business cases that hold up under finance scrutiny, with a clear, stage-by-stage narrative that drives the deal forward.

Partner with sales

• Co-captain the deal strategy with the AE, shaping story points, stakeholder sequencing, and the proposal-stage narrative across your accounts.
• Deliver executive-ready narratives that connect business outcomes to investment logic, and prepare customer stakeholders to present internally with confidence.
• Present to director, VP, and ELT-level audiences when needed, adapting your communication style to the room and the decision being made.
• Quantify Opal's differentiation versus alternatives, building a defensible economic argument that gives customer stakeholders a clear case for change.

Create materials that scale

• Develop new value materials and modelling for repeatable use, and drive adoption across the team with clear guidance so others can self-serve.
• Create customer use cases, references, and industry-specific assets that are outcome-led, credible, and easy for the wider team to apply.
• Contribute to and continuously improve the team’s value asset library, making pragmatic enhancements based on real deal learnings.

Build a presence

• Develop and publish thought leadership content aligned to Opal’s priority themes, including whitepapers, blog posts, and event materials.
• Represent Optimizely as a subject matter expert at industry events, speaking confidently to the value and strategic impact of agentic content operations.

Knowledge and Experience

Experience

• 6+ years in a customer-facing value, strategy, or consulting role, ideally within SaaS or enterprise technology.
• A 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.

Skills

• High-autonomy operator. You own your engagements, manage your own prioritisation, and produce high-quality outputs with minimal rework required.
• Sharp financial modeller. You’re comfortable building live with customers and securing shared ownership of assumptions, inputs, and outputs.
• Clear communicator. You translate complex value logic into executive narratives that land with directors, VPs, and finance audiences.
• Strong sales partner. AEs and sales leaders see you as a key strategic collaborator, not just a content resource.
• Curious about AI. You understand how AI products create measurable business impact, and you’re excited to help customers articulate and prove that value.

Education

Bachelor's of Science or Business Administration preferred or equivalent work experience

Competencies