Value Engineering Lead

Location: US (Remote)

About Unframe

Unframe enables enterprises to deploy production-ready AI systems in days, not months, focused on real business outcomes. We partner with organizations to identify high-impact use cases, prove value quickly through POCs, and scale into enterprise-wide AI programs.

Our approach combines modular building blocks, flexible deployment, and a focus on measurable outcomes across:

• Observability (insight from customer & operational data)
• Extraction & Abstraction (structuring unstructured data)
• Automation & Agents (executing workflows)

We are now building a Value Engineering function to sharpen how we identify, quantify, and scale high-value use cases across our go-to-market motion.

The Role

We’re hiring our first Value Engineering Lead to define and scale how Unframe:

1. Identifies the right use cases
2. Quantifies and proves business value
3. Converts POCs into enterprise programs

This is not a traditional ROI modeling role.

You will operate at the intersection of sales, product, and strategy, helping shape deals, train teams, and build the systems that turn value into a repeatable growth engine.

What You’ll Do

1. Shape High-Value Use Cases (Core Responsibility)

• Partner with AEs early in deals to identify and refine the highest-impact use cases
• Guide conversations from “what do you want to build” → where is the measurable value
• Apply structured frameworks to prioritize use cases based on:
• volume, cost, and frequency
• operational friction
• business impact

2. Quantify & Prove Value (Deal Acceleration)

• Translate use cases into clear, defensible business cases
• Define:
• baseline metrics
• expected outcomes
• success criteria for POCs
• Support POCs as proof-of-value exercises, not just technical validation
• Build executive-ready narratives that unlock budget and expansion

3. Train the GTM Team on Value Selling

• Enable AEs and SEs to:
• ask the right questions
• quantify pain early
• position use cases in business terms
• Develop simple, repeatable frameworks (not heavy training decks), such as:
• value discovery questions
• use case qualification criteria
• “good vs bad” use case patterns
• Coach on live deals to reinforce behavior

4. Build the Value Engineering System (Critical)

• Create the infrastructure for value-driven selling, including:
• use case libraries (by industry / function)
• value calculators and lightweight modeling tools
• POC success templates
• business case frameworks
• Standardize how value is:
• identified
• measured
• communicated

5. Drive POC → Expansion Strategy

• Ensure every POC is tied to:
• measurable impact
• a broader expansion narrative
• Help position single use cases as entry points into:
• multi-use-case deployments
• enterprise AI programs

6. Build Feedback Loops Across the Business

• Identify which use cases:
• close fastest
• deliver the most value
• expand most effectively
• Feed insights into:
• sales strategy
• vertical targeting
• product direction

What We’re Looking For

Background

• 5–10+ years in:
• Value Engineering / Value Consulting (e.g., Palantir, Snowflake, Databricks, Celonis), OR
• Strategy / consulting (McKinsey, Bain, BCG, etc.), OR
• RevOps / GTM strategy in a technical product company
• Experience working with enterprise customers on business cases and transformation initiatives

Skillset

• Strong ability to connect technical solutions to business outcomes
• Comfortable working in ambiguity and shaping problems from scratch
• Excellent at structuring and simplifying complex ideas
• Ability to influence both:
• frontline sellers
• executive stakeholders

Mindset Fit (Critical)

• You are not just a model builder—you shape how deals are won
• You care about speed + pragmatism, not perfect analysis
• You think in systems and repeatability, not one-off work
• You’re comfortable being embedded in deals and pushing back on weak use cases

What Success Looks Like (First 6 Months)

• Reps consistently identify higher-value use cases earlier in deals
• POCs are tied to clear, quantified success metrics
• Conversion from POC → paid engagement improves
• A foundational value engineering system is in place:
• playbooks
• templates
• use case library
• Executives in deals clearly understand business impact, not just technology

Why This Role Matters

Unframe’s growth depends on our ability to:

• focus on the right problems
• prove value quickly
• scale from single use cases into enterprise programs

This role is central to making that motion repeatable, scalable, and predictable.