Senior Business Value Manager

Job description

ABOUT ZIP Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before. The world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend. Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA. Backed by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million, most recently at a $2.2 billion valuation and has been recognized by Forbes Fintech 50, Fast Company's Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups. YOUR ROLE - You'll operate with significant autonomy in highly ambiguous, high-stakes deal contexts — leading multi-goal value engagements without needing a playbook handed to you. - You'll be relied on as the deep functional expert for quantifying ROI and building the business case on Zip's most complex, multi-stakeholder enterprise deals. - You'll build durable networks across the account team, prospect executives, and Zip leadership to drive alignment on how value gets sold. - You'll set the quality bar for value engineering by doing the work at the highest level yourself — not just reviewing others' output. YOU WILL - Lead value engineering for Zip's most complex, multi-stakeholder enterprise deals, building and presenting board-ready business cases directly to CFOs, CPOs, and finance leadership. - Partner with Account Executives and sales leadership on the highest-stakes opportunities, embedding value into discovery and defending pricing through close. - Coach and develop other Business Value practitioners and AEs on value-based selling, reviewing their business cases and providing hands-on guidance. - Build and own reusable value assets, benchmarks, and ROI models that raise the standard of value delivery across the segment or team. - Shape how the Business Value function uses AI-assisted tools and templates, championing thoughtful adoption and helping others develop sound judgment about when and how to use them. - Act as a thought partner to Zip executives and customer executives, ensuring the value narrative holds up under boardroom-level scrutiny. - Navigate ambiguous, cross-functional problems — anticipating risk and second-order impacts — when a deal's value story doesn't fit an existing template. QUALIFICATIONS - Demonstrated ability to independently lead value engineering on large, complex, multi-stakeholder enterprise deals, operating with significant autonomy in ambiguous situations. - Deep expertise in financial modeling, ROI analysis, and structured executive communication, with fluency in AI-assisted value tools. - Track record of building trusted relationships with C-suite economic buyers and delivering board-ready, executive-level deliverables. - Experience coaching or developing others — AEs or fellow value practitioners — on value-based selling and building defensible business cases. - Comfort operating without a playbook: building new approaches, frameworks, or assets when existing ones don't fit the deal. - Strong cross-functional collaboration skills, able to influence sales, finance, and executive stakeholders without direct authority. NICE TO HAVES - Background in management consulting, strategic finance, or value engineering within enterprise SaaS. - Working knowledge of procurement or finance transformation as a domain. - Experience building or scaling a value engineering practice or team. The salary range for this role is $157,000 - $255,000 OTE. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise. PERKS & BENEFITS At Zip, we’re committed to providing our employees with everything they need to do their best work. - 📈 Start-up equity - 🦷 Full health, vision & dental coverage - 🚠 Team building events - 🌴 Flexible PTO - 💻 Apple equipment plus home office budget - 💸 401k plan We're looking to hire Zipsters and that means hiring people who take ownership, communicate openly, have an underdog mindset, and are excited to increase the pace of innovation for every business in the world. We encourage all candidates to apply even if your experience doesn't exactly match up to our job description. We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong. We look forward to hearing from you!