In this role, you’ll lead high-impact business value assessments for Glean’s largest and most strategic customers, partnering closely with sales and customer stakeholders to tie Glean directly to their key business objectives. You’ll build and operationalize robust ROI/TCO models, workshops, and executive-ready narratives that quantify value, shape transformation roadmaps, and drive measurable outcomes. You’ll collaborate with cross-functional teams to pilot new value offerings, refine our Business Value Program, and scale value selling practices across the field. You’ll also represent Glean externally through webinars and events, showcasing how customers use Glean to unlock meaningful business impact.

You Will:

• Lead business value assessments for our largest deals and most strategic customers, working closely with customers to identify key business drivers and quantify the business value Glean delivers to our customer’s business objectives
• Develop in-depth ROI/TCO value models to quantify business value that can be achieved through Glean
• Facilitate blueprint and use case workshops with customer stakeholders to substantiate business cases, identify success criteria, drive customer success planning, and ongoing change management and enablement
• Partner with sellers to lead value-based discovery sessions with technical and business stakeholders to drive key objectives and measurable outcomes
• Craft and deliver executive level presentations to CxOs
• Perform strategic analyses in support of sales opportunities, identifying areas where Glean can add value to customers' business operations.
• Develop and operationalize models, processes, and materials (e.g., talk tracks) to drive continuous improvement in our Business Value Program.
• Pilot, test and validate new business value offerings / programs in partnership with GTM teams
• Assist with Glean’s ongoing field enablement efforts with value selling training, designing new training curriculum, knowledge management, etc
• Build external presence via delivery of webinars and other events to communicate Glean’s value to our customers in achieving key transformation initiatives

About You:

• Experienced in 6+ years working in a related field with 4+ years experience in: running business value assessments; management consulting or IT consulting with proven track record of advising senior business stakeholders; enterprise sales or other equivalent experience
• Someone who holds a BA in Engineering, Economics, Finance, or other analytical field required, MBA or other advanced degree strongly preferred
• Outstanding in your analytical abilities, verbal and written communication skills
• An exceptionally strong presenter with demonstrated experience in client-facing role or working with C-suite executives
• Someone who brings a strategic, consultative mindset
• Confident in building financial models and analyzing businesses
• Passionate about coaching other and comfortable working and leading cross-functional teams
• Comfortable building relationships with Glean’s most seasoned and successful sellers and adopt a consultative approach to advising our Majors sales team
• Highly analytical and comfortable with complex data sets
• Creative problem solver who thrives with ambiguity
• Equally comfortable with the big picture and with the details
• Experience in a SaaS company in a complex sales-cycle.
• Excited to work with engineering, marketing, sales, finance and other functions