Lead Business Value Consultant

Team Description

As a Lead Value Consultant, you will elevate the impact of the Global Value Consulting function by driving large-scale, strategic customer engagements and shaping how Pendo articulates value at the enterprise level. You will not only guide prospects and customers through the end-to-end value journey (landing, expanding, adopting, and renewing), but also serve as a mentor, framework builder, and deal strategist for your peers and account teams.

You are passionate about executive engagement, connecting operational impact to financial outcomes, and scaling value consulting best practices across the company. You will influence sales leadership strategy, co-create enablement content, and contribute to the continued evolution of Pendo’s value narrative.

At Pendo, Global Value Consulting is a strategic team that drives business cases and justification for Fortune 500 companies to invest and partner with us. As a trusted advisor and leader within the practice, you’ll work closely with sales, customer success, solutions engineering, and professional services to lead the most complex and transformational engagements, while also helping the business scale value-led selling motions across the field.

Role Responsibilities 

• Lead high-impact, complex enterprise opportunities and multi-threaded executive engagements that influence Pendo’s most strategic accounts.
• Mentor and coach value consultants and cross-functional teammates on best practices for value modeling, executive storytelling, and strategic account planning.
• Shape and scale frameworks for business value discovery, ROI/TCO modeling, and realized value assessments across sales teams and regions.
• Partner with GTM leadership to influence sales strategy, pipeline prioritization, and operational excellence through value-based insights.
• Elevate executive engagement, regularly leading C-level and board-level conversations connecting digital transformation initiatives to measurable business impact.
• Drive internal enablement by developing tools, training, and content that accelerate adoption of value selling practices across sales and customer success.
• Serve as a thought partner to Product and Marketing by codifying market insights, customer priorities, and emerging value themes into scalable assets.
• Be recognized as a subject matter leader within Pendo and externally in the market, representing value consulting at executive briefings, customer events, and industry forums.

Minimum Qualifications 

• 10+ years of detailed business case development, financial analysis, ROI/TCO financial modeling, and executive storytelling experience
• Proven track record of leading enterprise-level consulting or value engagements with Fortune 500 customers
• Demonstrated experience coaching or mentoring peers in consulting, value advisory, or sales engineering
• Expertise in designing scalable frameworks, methodologies, or tools for business value engagements
• Strong executive presence and experience leading C-level and board-level discussions
• Strong program management, cross-functional collaboration, and executive alignment skills
• Excellent presentation and facilitation skills, including public speaking, workshop design, and storytelling
• Ability to influence GTM strategy and adoption of value methodologies at scale

Preferred Qualifications 

• Bachelor’s degree; Master’s degree in business administration or a related field strongly preferred

Pendo Description:

Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success.  Our mission is to improve society's experience with software.

Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun.

EEOC

We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.

Accessibility

Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

Compensation

Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

The expected salary range for this role to be performed in the United States is $205,000 - $250,000 base + 20% variable

Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.

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