Business Value Manager

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 As a Business Value Manager at Zip, you'll sit at the intersection of analytics, storytelling, and go-to-market execution. You'll partner directly with sales teams and global CPOs to quantify Zip's impact, build data-driven ROI models, and present the business cases that close transformative enterprise deals. But this role goes far beyond building spreadsheets: - You'll partner closely with Account Executives, pairing their deal context with your financial rigor and narrative to build cases that resonate with economic buyers. - You'll present to the C-suite alongside the go-to-market team, serving as the credible, executive-ready voice that turns ROI into conviction. - You’ll act as a thought partner to executives inside and outside Zip, ensuring our narrative resonates at the boardroom and C-suite level. This is a client-facing role for someone who thrives on analytical rigor, executive presence, and translating customer pain into quantified business impact. YOU WILL - Build and present C-suite-level business cases to CFOs, CPOs, and finance leaders, partnering with Account Executives throughout the deal. - Conduct quantitative analysis, ROI modeling, and benchmarking, leveraging AI-assisted tools and templates to accelerate and sharpen each business case. - Lead iterative working sessions with prospects, refining assumptions and tailoring the value narrative to each buyer's priorities. - Partner with Account Executives to embed value into discovery, shape decision criteria, and defend pricing through close. - Coach reps on value-based selling, review AE-led business cases, and contribute field insights, benchmarks, and reusable assets back to the team's shared library to raise value delivery across your segment. QUALIFICATIONS - 8+ years of relevant experience in business value, value engineering, management consulting, or strategic finance, ideally with enterprise SaaS exposure. - Track record of CFO- and CPO-level engagement and building board-ready, executive deliverables. - Strong grounding in financial modeling, data analytics, and structured communication, including fluency with AI-assisted value tools: you can build a defensible ROI model and explain every assumption behind it. - Excellent executive presence and presentation skills, with the ability to lead value conversations alongside sales. - Demonstrated ability to partner closely with sales teams in fast-moving, high-stakes enterprise deals. - Entrepreneurial mindset: self-driven, resourceful, and comfortable operating in ambiguity. - Knowledge of procurement, finance, or enterprise SaaS value drivers is a plus, but not required. The salary range for this role is $149,940 - $220,500 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!