Why This Job is Featured on The SaaS Jobs
Value consulting is becoming a distinct discipline inside SaaS revenue teams, especially as AI products move from pilots to enterprise-wide adoption. This role stands out because it sits at the intersection of AI-enabled customer support and executive decision-making—translating product capability into quantified outcomes that can withstand scrutiny from finance and operations stakeholders. The “founding” scope signals a function being formalised, not merely staffed, which is notable in a mature SaaS company scaling a specific product line.
For a long-term SaaS career, the work builds durable strengths: structured discovery, ROI/TCO modelling, and value narratives that connect adoption metrics to renewals and expansion. The remit spans pre- and post-sale, creating a view of the full SaaS lifecycle—from deal strategy to value realisation and QBR-style measurement—while also developing reusable assets and methodologies that can be applied across products and segments.
This position is best suited to professionals who prefer analytical, customer-facing work and who enjoy influencing without direct authority across Sales, Solutions Engineering, and Customer Success. It will fit someone comfortable presenting to executives, iterating on frameworks, and operating with ambiguity typical of a newly established function in a SaaS organisation.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
What's the opportunity?
Intercom is seeking a Founding Value Consultant to elevate how we quantify, articulate, and deliver business value as we scale Fin, our trusted AI Agent for customer service. In this high-impact, entrepreneurial role, you will partner closely with Sales, Solutions Engineering and Customer Success teams to help our largest customers build confidence in their investment, realize measurable outcomes, and expand adoption.
This is a unique opportunity to build the foundations of Intercom’s Value Consulting function. You will be responsible for leading value engagements on strategic deals, creating repeatable frameworks and coaching field teams. You will help our customers and internal teams connect Fin’s capabilities to real business outcomes—such as reducing support costs, improving resolution speed, and increasing support team efficiency. This role will be foundational in building scalable processes for value storytelling and helping shape Intercom’s sales and customer success strategy.
What will I be doing?
Leading Strategic Value Engagements
- Run discovery sessions and workshops with prospective and existing customers to surface priorities, quantify metrics that matter, and build compelling business cases.
- Craft ROI analyses, TCO comparisons, and scenario-based models that accelerate sales cycles and increase deal size.
- Participate in executive meetings to deliver clear, credible value narratives that resonate from operational stakeholders to the C-suite.
Value Realization & Impact Tracking
- Develop frameworks to benchmark adoption KPIs and measure ROI post-implementation.
- Partner with Sales and Customer Success to embed value planning into onboarding, QBRs, and renewal conversations.
- Create a library of customer outcomes and success stories to amplify Fin’s impact.
- Report on the impact of Value Engineering initiatives internally, providing insights and data to inform strategic decision-making.
- Collect and analyze case studies with measurable ROI metrics, mapping them to our ROI models.
Methodology & Asset Development
- Design scalable tools, templates, and data sets that enable the field to deliver value-driven engagements.
- Establish and maintain a centralized repository of value assets—ROI calculators, playbooks, and benchmarks.
- Train and mentor Sales and Success teams on value methodologies, storytelling, and business acumen.
- Continuously evolve models and frameworks based on customer feedback and market insights.
Thought Leadership & Strategy
- Develop programs to uplevel the business acumen skillset of the Sales and Success teams, enabling them to effectively map value to customer goals.
- Contribute to the development of external content such as whitepapers, webinars, and industry presentations that position Intercom as an authority on the economics of AI-driven customer support.
- Partner with R&D, Marketing, and Revenue leadership to infuse customer value insights into messaging, positioning, and roadmap alignment.
What skills do I need?
- 5+ years in value consulting, management consulting, sales engineering, or a similar role, ideally in SaaS with AI experience
- Strong understanding of financial modeling, ROI analysis, and executive communication.
- Clear, concise communicator who can simplify complex ideas for senior audiences.
- Experience working with cross-functional teams, especially Sales, Customer Success, and Product Marketing.
- Curiosity about how AI is reshaping customer support—and a desire to help companies adopt it in practical, measurable ways.
Benefits
We are a well-treated bunch, with awesome benefits! If there’s something important to you that’s not on this list, talk to us!
- Competitive salary and meaningful equity
- Comprehensive medical, dental, and vision coverage
- Regular compensation reviews - great work is rewarded!
- Flexible paid time off policy
- Paid Parental Leave Program
- 401k plan & match
- In-office bicycle storage
- Fun events for Intercomrades, friends, and family!
*Proof of eligibility to work in the United States is required.
The OTE range for candidates within the San Francisco Bay Area is $251,325- $300,194. Actual base pay will depend on a variety of factors such as education, skills, experience, location, etc. The base pay range is subject to change and may be modified in the future. All regular employees may also be eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).
