Business Value Manager

Who We Are Verkada is transforming how organizations protect their people and places with an integrated, privacy-sensitive AI-powered platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management. We’ve got serious momentum in the market: more than 30,000 customers (including 100+ of the Fortune 500), a $5.8B valuation , more than $1 billion in annualized bookings, and backing from CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, Next47 and more. Physical AI is one of the most consequential technology shifts of our time, and Verkada is at the center of it. You can look at all kinds of communities to see our platform’s impact in the world. It's the retailer that uses our agentic AI to deter theft before it happens. The warehouse that uses AI-powered alerts to make sure its team is protected on the floor with proper PPE. The school that’s alerted to a threat in real-time and triggers a lockdown in seconds, not minutes. We’re rapidly scaling this impact: today, more than 2 million Verkada devices are deployed across 170+ countries. About the Role 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. Please note: this role is remote - with 50% of travel required. What You'll Do 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. What You Bring Strategic Consulting: 5–9+ years of experience in management consulting, business transformation, or enterprise softw