Value Consultant

ABOUT THIS ROLE As Ashby's first dedicated Value Consultant, you'll own how we sell value — full stop. You'll sit within the Solutions Engineering team and be the architect of our value selling motion: building and refining the frameworks, tooling, and impact assessments that help prospects understand exactly what Ashby can mean for their business. While SEs operate within that framework, you'll be the one defining it. Your work will be split roughly 80/20 between pre-sales and post-sales. On the pre-sales side, you'll partner closely with SEs to support our most strategic opportunities in the Enterprise segment — sometimes working behind the scenes to craft a compelling business case, and sometimes stepping into the room yourself as the face of value consulting for executive-level conversations. On the post-sales side, you'll work with our Customer Success team to ensure we're delivering on the outcomes we promised and helping customers realize the value of their investment in Ashby. Your work will directly influence not just how we win deals, but how we retain and grow customers by making value visible and undeniable. You'll be brought into deals at the consensus-building stage, where it matters most. That means you'll need to be sharp on discovery, credible with senior stakeholders, and able to translate complex buying dynamics into clear, customer-specific narratives about impact. This is a rare opportunity to define something from the ground up at a company with exceptional product-market fit. We have the foundation — impact assessment tools, early frameworks, a team of SEs who are eager to lean on you — and we need someone to take it to the next level. YOU COULD BE A GREAT FIT IF: - 💡 You have 5+ years of dedicated value consulting or value engineering experience in SaaS. You've done this before, and you know what good looks like. You can operate with significant autonomy and don't need a playbook handed to you.

• 🏗 You're a builder. You'll be the first person in this role, which means you'll be shaping the function as much as filling it. You get energy from creating structure where there isn't any.
• 🎯 You think in outcomes, not features. When you look at a customer's business, you see the levers that matter — and you can quantify and communicate them in a way that resonates with a CFO and a Head of Talent alike.
• 🤝 You know how to enable others.

• 📣 You're an exceptional communicator. You can read the room, ask precise questions, and simplify complex concepts without losing nuance. Executive conversations energize you rather than intimidate you.
• 💙 You have genuine empathy for Talent Acquisition teams.

• 🔁 You're a strong cross-functional partner. You'll need to work seamlessly with SEs, CSMs, and occasionally the product org — translating customer feedback into insights that improve how we sell and what we build.
• 💻 You've built and iterated in-house, not advised from the outside.

• You'll define something, not just do it.

• You'll be working with a world-class team. The Ashby team is sharp, collaborative, and invested in getting better. They want a strong value partner — someone who can help them have more impactful conversations and win more strategic deals.
• The market is genuinely underserved.

• Your work will be foundational to how Ashby grows. As we continue to move upmarket, value selling becomes increasingly central to how we win.

• You'll have broad cross-functional reach. This role touches SEs, CSMs, and the product org. If you're energized by working across functions and seeing your work show up in multiple places, you'll find a lot of satisfaction here.

• If you're looking for a fully built function with established processes and clear lanes, you'll feel uncomfortable here.

• If process creation and change management aren't your strengths, that's a real gap in this role. Getting SEs and CSMs to adopt a new value selling motion requires as much change management as it does framework design.
• If you're primarily motivated by deal size over customer complexity, you won't thrive here.

• If you're looking for a purely pre-sales role, the post-sales component of this job is real and important — it's how we close the loop on the value we promise.
• If a fast-moving, ambiguous environment feels like a threat rather than an opportunity, the pace of Ashby will likely frustrate you.

• Sell a product that our customers are truly excited about https://www.ashbyhq.com/customers.
• Generous equipment, software, and office furniture budget.

• 10-year exercise window for stock options. You shouldn't feel pressure to purchase stock options if you leave Ashby — do it when you feel financially comfortable.
• $100/month education budget with more expensive items (like conferences) covered with manager approval. ABOUT ASHBY We're building the next generation of recruiting software and we're starting with a suite of products that helps talent leaders, recruiters, and hiring managers run an efficient and data-driven hiring process.

• Show mastery of quantitative value‑selling frameworks: In your resume and interview, highlight any experience building ROI calculators, total cost‑of‑ownership models, or custom business‑case templates (e.g., using Excel, Google Sheets, or BI tools like Looker). Bring a one‑page “value model” you built for a previous client and be ready to walk the interviewers through the assumptions, data sources, and how you presented the impact to C‑suite stakeholders.
• Demonstrate partnership with Solutions Engineers: Prepare a short case study (2‑3 slides) that illustrates how you collaborated with SEs on a strategic deal—specifically how you translated technical product features into measurable business outcomes. Emphasize communication cadence, joint customer workshops, and any hand‑off documentation you created for the post‑sale handover.
• Highlight remote‑first collaboration skills: Ashby is fully remote, so showcase tools you’ve used to run cross‑functional value‑selling sessions (e.g., Miro for whiteboarding, Zoom with breakout rooms, Slack for async follow‑ups, Asana or ClickUp for tracking deliverables). Mention any “virtual workshop” you designed that kept senior executives engaged for 45+ minutes.
• Prepare a live ROI demo: During the interview, offer to build a quick ROI estimate for a hypothetical Ashby prospect (e.g., a 2,000‑employee tech company). Use publicly available data (e.g., average recruiter salary, time‑to‑fill metrics) and the Ashby pricing model (if available) to show you can instantly translate product capabilities into dollar impact—a concrete way to prove you can own the “value motion”.
• Show thought leadership on value‑selling methodology: Bring a concise write‑up (1‑page PDF) of a framework you’ve authored—such as a “Value Gap Assessment” or a “Strategic Impact Blueprint”—and discuss how you’d adapt it for Ashby’s talent‑acquisition platform. Interviewers will look for originality and the ability to evolve the process, not just copy existing templates.
• Negotiate with data‑backed compensation expectations: Research Ashby’s remote salary bands (e.g., Glassdoor, Levels.fyi) and prepare a compensation table that ties your target base, bonus, and equity to measurable outcomes you’ll deliver (e.g., “$X additional base for every $1M of pipeline value I certify”). Present it as a win‑win, showing you understand the ROI‑centric culture of the role.