RemoteUnited States
Req IDJR103244

Sr. 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 leadership position will assist in the development of business cases that communicate value realization for internal stakeholders within our customers and prospects.   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

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-~70% of Time:  Strategic Pursuit Engagement on Largest Opportunities
  • 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 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). 
  • Clearly articulate value measurements i.e. return on investment, total cost of ownership, customer-centric business metrics, etc. 
  • Be 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 senior customer facing roles, i.e. executive sponsor, business strategist, 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-~30% of Time:  Self Service BVA Tool/System Design and Support 
  • Leverage/expand existing BVA (business value assessment) 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.
  • Lead the team that will help provide ongoing support of the system/process put in place for this, as well as a Go-To lead for Sales teams who need help or have questions.
  • Work with 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.  

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

  • 10+ years of consultative sales experience into Global and  Enterprise accounts
  • 3+ years selling SaaS
  • MBA or equivalent education (not required but suggested)
  • Demonstrated coaching and mentoring experience
  • Excellent content creation and presentation skills
  • Proven collaboration capabilities 
  • Well organized and analytical skills
  • Experience within a small Entrepreneurial culture AND in a large matrix organization
  • Management experience

Individual pay within the range will be determined based on job related-factors such as skills, experience, and education or training.

The base pay range for this role in the SF Bay Area / NYC area is:
$290,700$342,000 USD
The base pay range for this role in Seattle Metro, Denver / Boulder Metro, New York (excluding NYC), Washington D.C., or California (excluding SF Bay Area) is:
$266,500$313,500 USD
The base pay range for this role in Colorado (excluding Denver / Boulder Metro) and Washington (excluding Seattle Metro) is:
$242,300$285,000 USD
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:

Know Your Rights: Workplace Discrimination is Illegal

EEO is the Law Supplement

Pay Transparency Non-Discrimination

Benefits at HashiCorp

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