Value Engineer

Onbe, a fast-growing FinTech, bringing innovation to a rapidly growing global marketplace, stands for “on behalf.” Because that’s exactly how we work: on behalf of our clients, as their comprehensive payments partner. We transform the way payments are imagined — as an opportunity for innovation, a source of insight to customers, and a way to connect with partners around the globe!

The Value Engineer combines a deep understanding of our buyers with expertise in how Onbe’s capabilities can be deployed to solve high-value problems in specific segments, roles, and business situations. You’ll work closely with go-to-market teams within a value-based framework that ensures our activities are anchored in buyer pains, quantifiable outcomes, and delivered ROI. Reporting to the VP, Segment Management, you possess an entrepreneurial spirit and are passionate about payments. You will have an opportunity to enhance leadership skills as you develop partnerships across the organization and create buy-in and excitement around go-to-market strategy execution within cross-functional teams. 

Key Responsibilities 

• Conduct market analysis 
  Conduct research, sizing exercises, competitive analysis and product market fit assessments to identify Onbe’s greatest areas of opportunity. 

• Lead value-driven segmentation 
  Identify and prioritize high-fit markets, accounts, and buyer personas based on what buyers value most. Continuously refine segmentation with market feedback and performance data. 

• Develop vertical-specific buyer profiles 
  Create ICPs and buyer personas, guiding and enabling Sales and Marketing teams to focus on the most attractive opportunities. 

• Quantify value 
  Develop repeatable frameworks for segment-specific benchmarks and business outcome tracking, ROI modeling and business case development. 

• Act as a consultative deal partner 
  Join sales cycles as a segment SME. Support detailed discovery sessions, capture current-state assessments, and deliver value summaries that demonstrate Onbe’s impact. 

• Create structured feedback loops 
  Partner with Sales, Enablement, and Marketing to capture insights from field conversations. Translate feedback into iterative improvements for ICP refinement, buyer profiles and value positioning. 

• Serve as the voice of the customer for assigned segments 
  Represent the authentic customer perspective internally. Surface data-backed, segment-specific insights that inform both product development and marketing strategy. Participate in external forums as a thought leader. 

• Inform solution design standardization  
  Collaborate with Product, Marketing, Legal/Compliance, and Pricing to define solution standards: value-aligned features, pricing models, packaging approaches, and compliance positions based on segment needs. 

• Report and influence at the executive level 
  Deliver concise, data-backed updates on segment performance, market dynamics, risks, and opportunities. Distill complex findings into clear narratives that inform strategic decisions and create organizational alignment. 

Core Skills & Competencies 

• Expertise in value-based frameworks, value engineering, segmentation, and customer profiling 

• Strong understanding of financial metrics, buyer psychology, and GTM dynamics in B2B fintech 

• Excellent analytical thinking and execution skills; ability to translate insights into action 

• Outstanding cross-functional collaboration and stakeholder management 

• Ability to synthesize complex data into clear, compelling strategies 

• Comfort with ambiguity and experience building new frameworks and processes from scratch 

Qualifications 

• 10+ years in Segment/Market Management, Value Engineering, Product Marketing, Strategy, or a related field, with at least 5+ years in fintech, SaaS, or financial services 

• Proven track record of leading value-based positioning initiatives that drove measurable outcomes 

• Strong written and verbal communication skills, including presenting to executive leadership 

The base salary range for this position is between $165,000 to $180,000 with eligibility for an annual bonus. The actual base salary offered depends on a variety of factors, including but not limited to the qualifications of the individual applicant for the position, years of relevant experience, specific and unique skills, level of education attained, certifications or other professional licenses held, business needs, and market demand. Our competitive benefits include medical, dental, vision, wellness, 401(k) matching, Open PTO, work from anywhere, generous parental leave, and more! Our job titles may span more than one career level. All candidates are encouraged to apply.

At Onbe, a diverse group of people, ideas, and perspectives are key to achieving phenomenal things. For over 25 years, our focus has remained on building a culture of openness and ingenuity, where employees come together to innovate and build disbursement solutions that make the lives of our clients and their consumers and workforces easier and better. Our definition of success includes celebrating differences and affirming belonging. To that end, we ask employees to come to Onbe as they are and contribute their diverse perspectives, identities, and experiences.

We believe that the recruiting phase is only the very beginning of diversity and inclusion. At Onbe, we’re constantly evolving the way we celebrate diversity every day and in everything we do. With several internal committees that are dedicated to mental and physical wellness, diversity, inclusion, and community outreach, we are committed to making a culture that is inclusive to all.

Onbe is proud to be an equal opportunity employer. We seek out ways to create a mindful workforce that embraces diversity and celebrates a culture of inclusion. We do not discriminate against employees or job applicants on the basis of race, color, ancestry, national origin, sex (including pregnancy), gender identity, sexual orientation, marital or family status, religion, age, disability, genetic information or military service. Our equal opportunity policy applies to all decisions of employment including hiring, placement, promotion or advancement, termination, layoff, recall, transfer, compensation, training and leaves of absence