Value Engineering Lead
Location: US (Remote)
About Unframe
Unframe enables enterprises to deploy production-ready AI systems in days, not months, focused on real business outcomes. We partner with organizations to identify high-impact use cases, prove value quickly through POCs, and scale into enterprise-wide AI programs.
Our approach combines modular building blocks, flexible deployment, and a focus on measurable outcomes across:
- Observability (insight from customer & operational data)
- Extraction & Abstraction (structuring unstructured data)
- Automation & Agents (executing workflows)
We are now building a Value Engineering function to sharpen how we identify, quantify, and scale high-value use cases across our go-to-market motion.
The Role
We’re hiring our first Value Engineering Lead to define and scale how Unframe:
- Identifies the right use cases
- Quantifies and proves business value
- Converts POCs into enterprise programs
This is not a traditional ROI modeling role.
You will operate at the intersection of sales, product, and strategy, helping shape deals, train teams, and build the systems that turn value into a repeatable growth engine.
What You’ll Do
1. Shape High-Value Use Cases (Core Responsibility)
- Partner with AEs early in deals to identify and refine the highest-impact use cases
- Guide conversations from “what do you want to build” → where is the measurable value
- Apply structured frameworks to prioritize use cases based on:
- volume, cost, and frequency
- operational friction
- business impact
2. Quantify & Prove Value (Deal Acceleration)
- Translate use cases into clear, defensible business cases
- Define:
- baseline metrics
- expected outcomes
- success criteria for POCs
- Support POCs as proof-of-value exercises, not just technical validation
- Build executive-ready narratives that unlock budget and expansion
3. Train the GTM Team on Value Selling
- Enable AEs and SEs to:
- ask the right questions
- quantify pain early
- position use cases in business terms
- Develop simple, repeatable frameworks (not heavy training decks), such as:
- value discovery questions
- use case qualification criteria
- “good vs bad” use case patterns
- Coach on live deals to reinforce behavior
4. Build the Value Engineering System (Critical)
- Create the infrastructure for value-driven selling, including:
- use case libraries (by industry / function)
- value calculators and lightweight modeling tools
- POC success templates
- business case frameworks
- Standardize how value is:
- identified
- measured
- communicated
5. Drive POC → Expansion Strategy
- Ensure every POC is tied to:
- measurable impact
- a broader expansion narrative
- Help position single use cases as entry points into:
- multi-use-case deployments
- enterprise AI programs
6. Build Feedback Loops Across the Business
- Identify which use cases:
- close fastest
- deliver the most value
- expand most effectively
- Feed insights into:
- sales strategy
- vertical targeting
- product direction
What We’re Looking For
Background
- 5–10+ years in:
- Value Engineering / Value Consulting (e.g., Palantir, Snowflake, Databricks, Celonis), OR
- Strategy / consulting (McKinsey, Bain, BCG, etc.), OR
- RevOps / GTM strategy in a technical product company
- Experience working with enterprise customers on business cases and transformation initiatives
Skillset
- Strong ability to connect technical solutions to business outcomes
- Comfortable working in ambiguity and shaping problems from scratch
- Excellent at structuring and simplifying complex ideas
- Ability to influence both:
- frontline sellers
- executive stakeholders
Mindset Fit (Critical)
- You are not just a model builder—you shape how deals are won
- You care about speed + pragmatism, not perfect analysis
- You think in systems and repeatability, not one-off work
- You’re comfortable being embedded in deals and pushing back on weak use cases
What Success Looks Like (First 6 Months)
- Reps consistently identify higher-value use cases earlier in deals
- POCs are tied to clear, quantified success metrics
- Conversion from POC → paid engagement improves
- A foundational value engineering system is in place:
- playbooks
- templates
- use case library
- Executives in deals clearly understand business impact, not just technology
Why This Role Matters
Unframe’s growth depends on our ability to:
- focus on the right problems
- prove value quickly
- scale from single use cases into enterprise programs
This role is central to making that motion repeatable, scalable, and predictable.
If you’re a strong, independent builder who thrives on ownership, cares deeply about quality, and wants to have a real impact — we’d love to meet you.