Principal Value Engineer

Company Description

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done.

There’s another option. Freshworks. With a fresh vision for how the world works.

At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And, over 4,500 Freshworks employees make this possible, all around the world.

Fresh vision. Real impact. Come build it with us.

Job Description

At Freshworks, we believe business software should be as intuitive and user-friendly as the apps you use every day. As a Principal Value Engineer, you will play a pivotal role in shaping our strategic customer engagements, scaling value selling globally, and serving as a thought leader across our GTM organization.

We’re looking for a consultative and analytical leader who can engage C-level audiences, build complex business cases, and influence decision-making at the executive level. This is a high-impact role that blends financial acumen, storytelling, and cross-functional leadership.

Reporting to the Director, Solution Engineering you will partner closely with Sales, Solution Engineering, Marketing, and Product teams to elevate our value-selling motions across key regions and strategic accounts

Key Responsibilities

• Lead Strategic Value Engagements: Drive high-impact discovery and value engineering initiatives with executive stakeholders at strategic accounts; act as a trusted advisor and consultative partner throughout the sales cycle.
• Develop Executive-Level Business Cases: Create ROI/TCO analyses, scenario-based value models, and custom C-suite presentations tailored to complex enterprise needs.
• Scale Value Engineering Globally: Contribute to the development of scalable tools, frameworks, and templates that enable global teams to execute value-driven sales strategies.
• Influence GTM Strategy: Partner with senior leadership across Sales, Marketing, and Product to infuse customer value insights into messaging, positioning, and product roadmap alignment.
• Coach & Mentor: Support onboarding and continuous enablement of Senior Value Engineers and cross-functional sellers on value methodologies and customer business outcomes.
• Drive External Thought Leadership: Represent Freshworks at industry events, webinars, and customer advisory boards to promote our value-first perspective and elevate brand credibility.
• Benchmarking & Market Insights: Leverage internal data and external research to define business benchmarks, industry trends, and value impact metrics that support strategic account planning.

Qualifications

• 7+ years of experience in Value Engineering, Strategy Consulting, Enterprise Pre-Sales, or a similar role in a SaaS or enterprise software environment.
• Demonstrated expertise in building executive-level business cases with deep understanding of ROI, TCO, payback period, and financial justification frameworks.
• Exceptional presentation and storytelling skills with a proven ability to influence C-level stakeholders across business and technical domains.
• Deep familiarity with enterprise buying cycles and B2B sales motions, ideally in CRM, ITSM, CX, or related verticals.
• Strategic thinker with strong business acumen, financial modeling capability, and executive presence.
• Collaborative leader comfortable working across functions in a fast-paced, matrixed environment.
• High degree of intellectual curiosity, resilience, and a bias for action.

Additional Information

The annual base salary range for this position is $166,400 — $208,200 USD + Variable Compensation

Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level. Equity may be available.

Please note this is a hybrid role that requires an in-office presence 3 days/week (Tuesday-Thursday).

Freshworks offers multiple options for dental, medical, vision, disability and life i