YOUR MISSION:
As a Senior Value Consultant at Parloa, you own the financial and business case for our most important enterprise AI deals. Your mission is to architect and validate CFO-grade ROI models, business cases, and value narratives that shift Parloa’s sales motion from feature-led to value-led.
You sit at the intersection of Sales, Solutions Engineering, and executive buyers— translating Parloa’s AI capabilities into defensible economic outcomes that stand up to real enterprise scrutiny. Your work enables customers to make confident investment decisions and makes Parloa one of the easiest vendors to partner with due to clarity, rigor, and value transparency.
This is not generic consulting or slideware. It’s applied value engineering: building first-principles business cases under time pressure, with imperfect data, across complex enterprise buying committees— and making the numbers undeniable.
IN THIS ROLE YOU WILL:
- Own enterprise value engagements: Lead and personally own value engineering across the sales lifecycle—from early-stage value framing to late-stage deal support and post-live value validation—primarily for $1M+ enterprise opportunities.
- Build CFO-grade business cases: Develop first-principles ROI models that quantify Parloa’s impact across cost reduction, productivity, revenue, and CX, and that withstand executive, finance, and procurement scrutiny.
- Run executive value discovery: Facilitate executive-level discovery sessions and value workshops with CFOs, CIOs, and business leaders, translating qualitative priorities into quantified financial outcomes.
- Enable value-led selling: Define industry- and use-case–specific value drivers and build standardized frameworks, narratives, and tooling that enable Sales and Solutions Engineering to lead confident value conversations.
- Support strategic deals and expansion: Act as a hands-on partner for lighthouse accounts, shaping value narratives for prioritization, competitive positioning, pricing discussions, and expansion readiness.
- Build repeatability: Feed field learnings into reusable value frameworks, benchmarks, tooling (including Parloa Value Studio), and GTM playbooks.
WHAT YOU BRING TO THE TABLE:
- 5–8+ years of experience in value engineering, value consulting, or commercial advisory roles directly supporting enterprise B2B software or SaaS sales across pre-sales, late-stage deals, and post-sale expansion.
- Proven track record of personally owning ROI models and business cases that influenced £1M+ enterprise deals involving CFO, finance, and procurement stakeholders.
- Strong hands-on financial modeling expertise, including NPV, IRR, TCO, payback, cost-per-interaction, and multi-year investment scenarios—able to explain, defend, and adjust assumptions live with executives.
- Experience operating in complex, ambiguous enterprise environments with incomplete data, tight timelines, and multi-stakeholder buying committees.
- Executive presence and strong storytelling skills, with the ability to translate complex analysis into clear, compelling business narratives.
- Advanced Excel or Google Sheets skills for multi-scenario financial modeling, combined with strong presentation and visualization capabilities.
- High autonomy and self-starter mindset, with comfort operating independently while partnering closely with Sales, Solutions Engineering, and GTM teams.
- If your background is primarily internal strategy, delivery-only consulting, or proposal support without ownership of live enterprise deals, this role is likely not the right fit.
WHAT'S IN IT FOR YOU?
- Join a diverse team of 40+ nationalities with flat hierarchies and a collaborative company culture.
- Opportunity to build and scale your career at the intersection of customer-facing roles and engineering in a dynamic startup on its journey to become an international leader in SaaS platforms for Conversational AI.
- Deutschland ticket, Urban Sports Club, Job Rad, Nilo Health, weekly sponsored office lunches.
- Competitive compensation and equity package.
- Flexible working hours, 28 vacation days and workation opportunities.
- Access to a training and development budget for continuous professional growth.
- Regular team events, game nights, and other social activities.
- Work from a home and/or our beautiful office(s) in the heart of Berlin or Munich with adjustable desks, social areas, fresh fruits, cereals, and drinks.
Your recruiting process at Parloa:
Recruiter video call → Meet your manager → Challenge Task → Expert interview(s) → Bar Raiser Interview
Why Parloa?
Parloa is one of the fastest growing startups in the world of Generative AI and customer service. Parloa’s voice-first GenAI platform for contact centers is built on the best AI technology to automate customer service with natural-sounding conversations for outstanding experiences on all communication channels. Leveraging natural language processing (NLP) and machine learning, Parloa creates intelligent phone and chat solutions for businesses that turn contact centers into value centers by boosting customer service efficiency. The Parloa platform resolves the majority of customer queries quickly and automatically, allowing human agents to focus on complex issues and relationships. Parloa was founded in 2018 by Malte Kosub and Stefan Ostwald and today employs over 400+ people in Berlin, Munich, and New York.
When you join Parloa, you become part of a dynamic and innovative team made up of over 34 nationalities that’s revolutionizing an entire industry. We’re passionate about growing together and creating opportunities for personal and professional development. With our recent $350 million Series D investment, we’re expanding globally and looking for talented individuals to join us on this exciting journey.
Do you have questions about Parloa, the role, or our team before you apply? Please feel free to get in touch with our Hiring Team.
Parloa is committed to upholding the highest data protection standards for our clients' and employees' data. All our employees are instrumental in ensuring the utmost care, GDPR, and ISO compliance, including ISO 27001, in handling sensitive information.
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* We provide equal opportunities to all qualified applicants regardless race, gender, sexual orientation, age, religion, national origin, disability status, socioeconomic background and other characteristics.