RemoteUnited Kingdom
Req IDJR101992

Director, Business Value Services

About the role...

Business Value Services is a strategic team that is geographically aligned within the HashiCorp Sales Revenue organization and supports opportunity pursuits within our top accounts and vertical industries.  We interact with customers to determine budgeting process, accounting policies, and customers operational, technical and financial constraints. We understand the how and help establish the why.

This position will assist in the development of business cases that communicate value realization for internal stakeholders within our customers and prospect.   Candidates will need to demonstrate proficiency in communicating with business, operational and technology audiences.  The candidate will strive to innovate work deliverables and to bring new business insights to the table. A clear understanding of business value drivers is essential to help support the account teams in creating clear and effective business cases.

In this role you can expect to...

  • You will help design and build a consistent and defined programmatic approach to help the Sales organization develop and close larger more Strategic Deals, while overseeing tooling and resourcing to create self-service outcomes analysis tooling for the remaining vast majority of opportunities.
  • Role Part 1-~50% of Time:  Supporting the Strategic Pursuit Engagement on Largest Opportunities providing project management, business insight and execution capability.
  • Engage programmatically with Regional Sales Leadership to qualify/select the largest opportunities and build a plan to engage on each of those to help create the proper internal and customer collateral to drive deal acceleration and increased transaction size. 
  • Drive consistent and repeatable processes to financially support decisions for our largest opportunities.  
  • Drive the Strategic Pursuits cadence process with things like ‘Beyond Boundaries workshops’, Big Deal Reviews 2x quarterly with regional leaders to ensure we are making appropriate progress against those, and that we have the proper customer focused financial outcomes documented as a part of the proposal and selling document(s). 
  • Help drive strategic deal thinking, best practice sharing and extended team collaboration always bringing the customer perspective
  • Working internally within HashiCorp being the voice of the field sales to corporate to continually improve and ensure successful focus on technologies, content, and enablement around the things that drive the most valuable customer outcomes.
  • Represent HashiCorp  in customer facing roles working with the executive sponsor and negotiator
  • Ensure we are going back and “Validating the Value” associated with the outcomes we committed, and then ensuring customers are willing to be public references and included anecdotally in value oriented collateral.  
  • Role Part 2-~50% of Time:  Self Service BVA Tool/System Design and Support 
  • Leverage/expand existing BVA tool to provide a self service mechanism for sales teams to use for the opportunities not deemed appropriate for “Strategic Pursuits”  (aka as 95% of opportunities)
  • Consistently review tool/process use, practicality, credibility, and value to both sales teams and customers.
  • Work with BVS leaders and Sales Enablement to build out proper training content to ensure maximum usage and value.  
  • Ensure we are going back and “Validating the Value” associated with the outcomes we committed, and then ensuring customers are willing to be public references and included anecdotally in value oriented collateral.  
  • Role Part 3--Optimize the internal deal structure to ensure alignment between revenue, legal, and GTM on all related executables and structures.
  • Ensure delivery of complex deals by ensuring key activities are driven to conclusion using a proven project methodology
  • Tracking agreements to ensure decisions are documented, tracked and driven to conclusion 
  • Create and manage programme plans for major deal delivery including milestone, risk and issue tracking
  • Create closure plans specifically looking to accelerate the consistency and cadence of deal closure ensuring customer success.
  • Establish and embed customer business case templates to assist in the execution and promotion of large & complex deals
  • Establish a governance & cadence aligned with other HashiCorp supporting functions to accelerate delivery and execution.
  • Where required, lead customer meetings with clear agendas, action plans and document agreed outcomes
  • Align to Account Directors on highly complex and or large deals ensuring all support required is delivered in a timely manner
  • Create and maintain executive stakeholder communication

You may be a good fit for our team if you have...

  • 10+ years of consultative sales experience into Global and Enterprise accounts
  • 2 + years selling SaaS
  • MBA or equivalent education (not required but suggested)
  • Demonstrated coaching and mentoring experience
  • Excellent communication, content creation and presentation skills
  • Proven collaboration capabilities 
  • Well organized, strong control mechanisms and analytical skills
  • Experience within a small Entrepreneurial culture AND in a large matrix organization
  • Self-starter who takes initiative and works with limited direction
  • Highly trusted individual who maintains and expects high standards for self and team 
  • Solid business acumen balancing creativity, entrepreneurship and risk taking
  • MSP, PRINCE2, APM or equivalent project management certification
  • Business case creation and communication experience dealing with C suite executives


Colorado, California, Washington and New York City Applicants: To view base salary ranges for this role in your location and to learn more about which roles are eligible for bonus pay or commissions, please visit our Pay Transparency calculator. Information on our benefits can be found here. Intern ranges can be found here.

Life at Hashicorp

Life at HashiCorp

HashiCorp is driven by our people and our principles which have been the foundation of everything we do since the company was founded in 2012. Join us on our journey as we work to support the world's most innovative companies as they transition to cloud and multi-cloud infrastructure through simple yet powerful workflows and automation.

About HashiCorp

At HashiCorp, we build the infrastructure that enables innovation.  Our suite of multi-cloud infrastructure automation products are the underpinnings of the largest enterprises in the world, who rely on our solutions to provision, secure, connect, and run their critical applications to deliver crucial services, communications tools, and entertainment platforms to the world. We're building a once-in-a-generation infrastructure company with a unique approach rather than focusing on specific technologies, and we build products and solutions that support real-world workflows spanning the multiple cloud environments that nearly every organization worldwide is using today. 

HashiCorp is proud to be an Equal Employment Opportunity employer. We are committed to providing equal employment opportunities to qualified applicants and do not discriminate on the basis of race, color, ancestry, religion, sex, pregnancy, gender, gender identity, gender expression, sexual orientation, national origin, age, marital status, genetic information, disability, protected veteran status or any other characteristic protected by federal, state, or local laws. We also consider qualified applicants with arrest and conviction records consistent with the San Francisco Fair Chance Ordinance, the Los Angeles Fair Chance Ordinance, and other applicable state or local laws.

HashiCorp is committed to providing reasonable accommodations to qualified individuals with disabilities in our job application procedures. If you need assistance or an accommodation due to a disability, please reach out to

We comply with all laws and regulations set forth in the following posters:

EEO is the Law

EEO is the Law Supplement

Pay Transparency Non-Discrimination

Benefits at HashiCorp

Note: some benefits may differ from one country to another.