Principal Business Value Consultant

About Zip

Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before. The world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend. Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA. Backed by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million, most recently at a $2.2 billion valuation and has been recognized by Forbes Fintech 50, Fast Company's Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups.

Your Role

You are a recognized authority on how enterprise procurement value is quantified, defended, and realized, and you use that authority to shape not just individual deals, but how Zip goes to market. Your point of view influences pricing, packaging, product priorities, and the company's commercial narrative.

You take ownership of some of the most challenging problems with our customers and prospects, and you set the quality bar by doing the work, not by directing it.

You represent Zip with the most senior external stakeholders: CFOs, CPOs, boards, procurement councils, and analysts. Your credibility is critical both in your work, live presentations, and direct conversations.

You build capabilities that outlast any single deal. Frameworks, methodologies, the benchmark foundations, and the value fluency of the go-to-market segment that you engage with are things that extend beyond your immediate presence.

You Will

Set the objectives and approach for Zip's most critical, highest-stakes value engagements.

Own Zip's value methodology end to end: the models, benchmark data foundation, and standards of evidence that every business case at Zip is built on, and the governance that keeps them defensible under Fortune 500 scrutiny.

Represent Zip externally as a thought partner and authority, with customer executives, industry forums, and analysts, bringing back market perspective that anticipates where enterprise procurement value is heading before the business needs it.

Influence company direction with value evidence: feed realized-outcome data and customer economics into product prioritization, pricing and packaging decisions, and go-to-market strategy, and hold those decisions to the standard the evidence supports.

Solve the systemic problems that limit value delivery at scale; where the data foundation is thin, where claims can't be substantiated post-sale, where the field can't reproduce what you do; and build the execution structures that make durable solutions.

Develop value fluency across the wider go-to-market org: coaching reps, raising our internal standards, and creating the conditions for others to grow into greater scope.

Shape how the function uses AI - where AI-assisted modeling genuinely sharpens rigor and speed, where it introduces risk, and what good judgment looks like when a model's output will be defended in front of executives.

Qualifications

12+ years of experience with deep domain grounding in procurement, source-to-pay, or enterprise finance transformation.

Demonstrated ownership of company-level or industry-level direction in business value, value engineering, management consulting, or strategic finance - your models and frameworks enabled others to execute without your direct input.

Expertise in enterprise value quantification: you build defensible economic models under genuine uncertainty, state your confidence and assumptions explicitly, and hold up when a CFO's team pressure-tests every line.

Track record of influencing senior executives without authority, internally with company leadership on strategy, pricing, or investment, and externally with CFO- and CPO-level buyers whose decisions carry material commercial consequence.

Ability to navigate systemic, highly ambiguous problems that span multiple teams and functions, anticipate second-order effects, and frame the problem clearly enough that others can act on it.

Sound judgment about AI-assisted analysis: fluent enough to use it for real leverage, rigorous enough to know when its output cannot be defended.

Evidence of multiplying others - coaching senior practitioners, raising a function's quality bar, and building assets and standards the organization keeps using.

Nice to Haves