Business Value Manager

Who We Are

Verkada is transforming how organizations protect their people and places with an integrated, AI-powered platform. A leader in cloud physical security, Verkada helps organizations strengthen safety and efficiency through one connected software platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management.

Over 30,000 organizations worldwide, including more than 100+ companies in the Fortune 500, trust Verkada as their physical security layer for easier management, intelligent control, and scalable deployments. Founded in 2016, Verkada has expanded rapidly with 15 offices and 2,200+ full-time employees.

Verkada prides itself on maintaining a high hiring bar while bringing in diverse and unconventional backgrounds of driven individuals obsessed with their craft. As a Business Value Manager, you will have a direct impact on Verkada’s Enterprise sales motion, bridging the gap between complex technologies and tangible financial and operational outcomes.

Reporting to the Chief of Staff to the CRO, you will partner with Enterprise Sales Leaders to architect a value selling framework to scale to the Enterprise Sales organization, building the infrastructure to reference key customer outcomes and win stories, as well as partnering with Product Marketing and Enablement to develop assets and enablement programs. In addition to pioneering the Business Value Selling program at Verkada, you will serve as the Strategic Deal Architect behind our most complex, multi-million-dollar deals, transforming technical capabilities into compelling financial and operational narratives. In this high-visibility role, you will move beyond feature-selling, working at the intersection of finance, product, and sales to quantify the operational and financial impact of our platform, directly influencing the investment decisions of C-suite executives at the world’s leading enterprises.

Responsibilities

• Program Development: Partner with Product Marketing to create and refine standardized value frameworks, templates, and "talk tracks" to scale business value services across the global enterprise sales organization.

• Value Realization Tracking and Database: Monitor and analyze data from current customers post-implementation to validate that the promised value was delivered, partnering with Product Marketing to maintain a database of relevant data, and creating "real-world" success stories for future sales.

• Sales Enablement: Coach sales teams on value-selling methodologies, including referencing of relevant customer data, and provide the tooling/content for self-service business justifications.

• Value Discovery: Partner with account executives to lead discovery sessions with CxOs to identify pain points and desired outcomes.

• Financial Modeling: Develop ROI (Return on Investment) and TCO (Total Cost of Ownership) value models to quantify the business impact of solutions.

• Business Case Development: Draft data-backed business cases for strategic opportunities, ensuring every claim is anchored in measurable customer impact.

• Executive Storytelling: Craft and deliver executive-level business cases that align technical solutions with broad corporate objectives.

• Commercial Objection Handling: partnering with Sales to dismantle financial objections in real-time.

Required Tools & Methodologies

• Strategic Consulting: 5–9+ years of experience in management consulting, business transformation, or enterprise software sales.

• Financial Intelligence: Proficiency in building complex financial models and the ability to navigate financial documents like 10-Ks and earnings transcripts.

• Analytical Power: Proficiency in data visualization and manipulation tools such as Looker and advanced Google Sheets.

• Executive Presence: Exceptional presentation and communication skills, with a proven ability to influence C-suite decision-makers.

• Technical & Market Acumen: Deep understanding of SaaS sales motions, industry trends (e.g., AI/ML acceleration), and how IT functions like operations and security drive value.

Analytical Rigor: Ability to derive meaningful insights from large, complex data sets to build compelling business cases.

Annual Pay Range

At Verkada, we want to attract and retain the best employees, and compensate them in a way that appropriately and fairly values their individual contribution to the company. With that in mind, we carefully consider a number of factors to determine the appropriate starting pay for an employee, including their primary work location and an assessment of a candidate's skills and experience, as well as market demands and internal parity. A Verkada employee may be eligible for additional forms of compensation, depending on their role, including sales incentives, discretionary bonuses, and/or equity in the company in the form of restricted stock units (RSUs)

Below is the annual on-target earnings (OTE) range for full-time employees for this position, comprised of base compensation and commissions (if applicable).

Estimated Annual Pay Range
$180,000—$225,000 USD

Verkada Is An Equal Opportunity Employer

As an equal opportunity employer, Verkada is committed to providing employment opportunities to all individuals. All applicants for positions at Verkada will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law.

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