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.

Additional Information

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.