As a foundational member of the Go-to-Market (GTM) team, you will play a strategic role at the center of our company, working with customers to identify the operational, strategic, and financial impact that Moveworks AI technology can have on their organizations. In this highly visible role, you will be a key leader in helping grow our Business Value Services function, collaborating with sales teams on our largest and most strategic customers, engaging senior executives on their most top-of-mind challenges and opportunities, and building foundational assets to support our GTM strategy.
We’re building a team that will thrive in a dynamic sales environment, laser-focused on consistently surpassing our revenue targets. To be successful, you’ll not only work closely with our founders and Sales leaders but also forge strong relationships with our Product, Data Science, Solution Architecture, and Customer Success teams.
This cross-functional collaboration will be key to scaling the Business Value Services function, demonstrating to customers a significant value opportunity, return on their investment, and engagement model that positions them for a long-lasting partnership with Moveworks.
What You Will Do
- Partner with internal GTM stakeholders (namely Presales, Data Science, Customer Success, and GTM Enablement) to build, operationalize, and scale assets that support consistent value messaging and net new annual contract value (NNACV) growth
- Educate Sales, presales, and postsales teams on value selling best practices to maximize pipeline generation and conversion efforts
- Be a trusted advisor on Deal Strategy Reviews, providing thought leadership on market/industry/customer trends that support value selling at an enterprise level
- Lead value-based discovery workshops with customers and prospects (technical and business stakeholders) to identify key business objectives & initiatives, document current state processes, uncover operational challenges, and identify sources of strategic and financial value.
- Build and deliver compelling, high-impact, executive-facing business value narratives for CxOs, actively collaborating with Sales Leadership, Sales, and GTM colleagues within your assigned territory
- Develop comprehensive value models (e.g., return on investment, total cost of ownership) to quantify business value that can be unlocked by adopting agentic generative AI solutions
- Establish feedback loops across the GTM team of Moveworks and ServiceNow that enable us to continually iterate and and scale our value messaging and Better Together messaging and positioning to the market.
