Principal Business Value Consultant

Overview

Principal Business Value Consultant at Motive, partnering with Sales, Customer Success and Engineering to quantify, articulate and realize the tangible benefits of Motive's technology across the customer lifecycle.

What you'll do

• Partner with post-sale and account teams to validate ongoing customer business outcomes, transforming realized value into measurable adoption and net revenue expansion.
• Construct forward and backward-looking, scenario-based business cases that project long-term financial ROI and strategic outcomes to secure executive buy-in for new deals and account expansions.
• Develop repeatable automations, scripts, and interactive tools to streamline value modeling, ROI tracking, and executive reporting across top account portfolios.
• Translate complex technical advantages and product usage metrics into concise, executive-level financial stories focused on cost savings, revenue gain, and risk reduction.
• Lead the value management lifecycle from pre-sale business case design to post-sale realization tracking, building repeatable methodologies for account teams.
• Partner with Product, Marketing, and Customer Success to quantify new product capabilities, refine value messaging, and train internal teams on value creation and realization best practices.
• Report monthly on value consulting engagement impact, demonstrating direct correlation to retention rates, adoption metrics, and expansion pipeline.

What you'll need

• 5+ years of experience in Value Realization, Value Engineering, Customer Success Management, or Business Value Consulting in high-growth tech/SaaS environments.
• Bachelor's Degree required.
• Proven track record of using post-sale outcome delivery to drive customer adoption, cross-sell, and upsell opportunities.
• Hands-on experience with basic coding, scripting, and building repeatable automation.
• Master practitioner of business case frameworks using financial metrics such as ROI, NPV, IRR, Payback, and TCO.
• Exceptional communication skills with a proven ability to translate complex software capabilities into C-suite business impact.

Nice to have

• MBA or advanced technical/business degree.
• Familiarity with AI agents and building rapid web apps (e.g., Streamlit).

Details

• Location: United States - Remote.
• On-target earnings (base pay + commissions): $200,000 - $235,000 USD.
• Compensation may include restricted stock units for certain roles.
• Some interviews or new-hire training sessions may be held in person at one of Motive's global offices.
• Non-compete covenant may be required for US-based roles depending on role and primary work location, excluding lawyers, interns, and employees in CA, MN, MT, ND, OK, or where otherwise prohibited by law.
• Applicant must be authorized to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.