Sr. Director, Business Value Services

Key Responsibilities & Duties

• Value methodology and IP.
  • Build Alkami's value selling methodology: pain taxonomy by customer archetype, value driver trees, ROI models, and the proof library that ties customer outcomes to platform capabilities.
  • Own the v1 ROI calculator that ships into Salesforce.
• Deal partnership at the top of the funnel.
  • Personally partner on the top 10 platform deals each quarter — co-leading executive discovery, building deal-specific business cases, and presenting financial models to bank and credit union executives.
• Set the standard for what great looks like.
  • AE and Director enablement.
    • Train 6 directors and 32 AEs on value-based selling so they can execute the methodology in the field.
    • Build the playbooks, the discovery frameworks, and the certification path that make value selling a repeatable sales competency, not a VE-dependent crutch.
• Post-sale value realization.
  • Partner with Customer Success leadership to extend value tracking into the post-sale lifecycle — closing the loop from value-sold to value-delivered.
  • Build the QBR motion and adoption metrics that turn realized value into the basis for renewal, expansion, and reference creation.
• Team build.
  • Hire and develop the next 2–3 Value Engineers in Year 2, aligned to segment pods as the platform model scales beyond the Large Bank beta.

Qualifications

• 10+ years of experience in Business Value Consulting, Value Engineering, Value Advisory, Management Consulting, Strategic Finance, Sales Strategy, or related enterprise SaaS functions
• 5+ years leading or building business value, value engineering, or strategic consulting teams within a high-growth B2B SaaS organization
• Demonstrated success building a Business Value, Value Engineering, or similar function from the ground up, including methodologies, tools, processes, and talent development
• Proven experience developing executive-level business cases, ROI models, total cost of ownership (TCO) analyses, and value realization frameworks that influenced enterprise technology investments
• Significant experience presenting to and influencing C-suite executives, including CEOs, CFOs, COOs, CIOs, and business-line leaders
• Track record partnering with enterprise sales teams on complex, multi-stakeholder opportunities and helping drive measurable revenue outcomes
• Experience enabling and coaching sales organizations on value-based selling methodologies and executive conversations
• Strong analytical and financial modeling skills with the ability to translate technical capabilities into business outcomes and financial impact
• Exceptional executive communication, storytelling, and presentation skills
• Bachelor's degree required; MBA, CPA, CFA, or equivalent advanced business or financial credential preferred

Desired Skills

• Banking domain depth (former bank operator, FS consulting at McKinsey/BCG/Bain/Cornerstone, or 5+ years selling into banks)
• Experience extending value engineering into post-sale customer success motions
• Experience with Salesforce-native: built value tooling that lives where AEs already work