Head of Business Value Engineering (BVE)

POSITION SUMMARY:

Netradyne is building a Business Value Engineering (BVE) function to elevate how we sell, win, and expand enterprise customers.

This leader will define and operationalize how we:

• Quantify and communicate economic value

• Enable value-based selling across our GTM teams

• Influence CFO-level decision making

• Improve win rates, deal size, and sales cycle efficiency

You will operate at the intersection of Sales, Finance, Product, and Customer Success, building a scalable system that connects our platform (video safety, fleet management, fuel, maintenance, ELD) to measurable customer outcomes.

This is a player-coach role: you will personally engage on our most strategic deals while building and leading a small, high-impact team.

ESSENTIAL Responsibilities:

Build the Business Value Engineering Function

• Define the vision, charter, and operating model for BVE at Netradyne

• Hire, develop, and lead a high-caliber team (1-3 value engineers initially)

• Establish engagement models aligned to:

• Enterprise new logo pursuits

• Strategic expansions

• Partner/channel-supported deals

Drive Value-Based Selling in Strategic Deals

• Partner with Enterprise AEs, Sales Directors, and the VP of Enterprise Sales on top opportunities

• Lead value discovery workshops with customer stakeholders (Ops, Safety, Finance)

• Build and present:

• ROI models

• Total Cost of Ownership (TCO) analyses

• Business cases tailored to CFO and executive buyers

• Support deal strategy and negotiation by anchoring on quantified value

Create Scalable Value Frameworks & Assets

• Develop standardized value hypotheses by segment and vertical:

• Transportation & logistics

• Construction

• Waste Management

• Manufacturing

• Distribution / last-mile

• Build repeatable assets:

• ROI calculators

• Business case templates

• Industry benchmarks (accidents, insurance, fuel, maintenance)

• Codify “Trigger → Hypothesis → Value Narrative” frameworks for GTM use

Partner Cross-Functionally to Improve Outcomes

• Work with Product to align roadmap with measurable customer value

• Partner with Customer Success to:

• Validate realized value post-sale

• Feed proof points back into GTM

• Collaborate with Marketing on value-based messaging, content, and events

• Align with Finance on credibility of assumptions and ROI methodologies

Instrument Value in the Revenue System

• Embed value engineering into:

• MEDDPICC (Economic Buyer, Metrics)

• Deal inspection frameworks

• Forecast confidence

• Track and report:

• Value-influenced pipeline and bookings

• Impact on win rates, ACV, and cycle time

• Build feedback loops between value creation → value capture → value realization

What Success Looks Like (6-12 Months)

• BVE is embedded in all Tier 1 enterprise deals

• Clear, standardized ROI narratives exist for every core segment

• Measurable improvement in:

• Win rates (especially vs. competitors like Samsara)

• Average deal size

• Sales cycle predictability

• Netradyne is consistently selling at the CFO / executive level, not just functional buyers

• A scalable team and operating model is in place to support growth toward $1B ARR

QUALIFICATIONS:

Required Experience:

• 10+ years in one or more of the following:

• Value Engineering / Value Consulting

• Management Consulting (e.g., McKinsey & Company, Bain & Company, Boston Consulting Group)

• Strategic Finance / Corporate Strategy

• Enterprise SaaS Sales Engineering with strong business case orientation

• Proven experience:

• Building and scaling a value engineering or deal strategy function

• Supporting complex enterprise sales cycles (6–12+ months)

• Creating ROI / TCO models that stand up to CFO scrutiny

Preferred Experience:

• Background in fleet, transportation, logistics, or industrial sectors

• Experience in hardware-enabled SaaS or IoT business models

• Familiarity with insurance economics, safety metrics, and operational cost drivers

• Experience operating in a high-growth ($200M–$1B ARR) environment

Core Competencies

• Executive communication: Ability to influence CFOs and senior operators

• Analytical rigor: Translate operational data into financial outcomes

• Commercial acumen: Understand how value ties directly to deal strategy

• Systems thinking: Build repeatable, scalable GTM processes

• Leadership: Attract and develop top-tier talent in a new function

Why This Role Matters

Netradyne’s next phase of growth requires us to win on value, not just product.

This role will:

• Elevate how we compete in enterprise deals

• Enable more consistent performance beyond top reps

• Turn our differentiated technology into clear, quantified business impact

Economic Package Includes:

• Salary + annual bonus eligibility
• Company equity
• Company Paid Health Care, Dental, and Vision Coverage for you and most of your dependents
• Generous PTO and Sick Leave
• 401(K) with generous company match
• Disability, Life Insurance and Ancillary Benefits
• And much more