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