Business Value Execution Lead

We are currently seeking a Business Value Execution Lead to join ARIS in Spain to help ARIS convert its largest and most complex opportunities into signed, defensible, and profitable customer agreements.

In this senior expert role, you will partner with Account Executives and Regional Sales Leaders to shape the commercial architecture, value case, negotiation strategy, and internal approval path for strategic enterprise deals.
In this role, you will be reporting to the COO GTM and working closely with the CRO; you will connect Sales, Deal Desk, Pricing, Finance, Legal, Revenue Recognition, Services, Product, and Customer Success to remove barriers and maintain momentum through signature. You will influence ARIS’ most important pursuits through commercial expertise, evidence, and trusted advice, while the Account Executive and Regional Sales Leader retain ownership of the customer relationship, negotiation mandate, and final sales decisions.

The role operates across regions and focuses primarily on the final stages of the sales cycle, from commercial proposal and negotiation through internal approval and contract signature. You may engage earlier to shape the value hypothesis, but your core contribution is helping strategic pursuits progress from a credible business case to an approved and executable agreement.

Success in this role will be measured by the performance and commercial quality of the strategic deals you support, including signed business, win rate, price and margin discipline, time to close, approval efficiency, and the adoption of reusable deal practices across the sales organization. The role does not carry an individual sales quota; accountability is based on contribution to shared deal outcomes and the capability built across the field.

In your first months, you will establish trusted working relationships with sales and cross-functional partners, support a focused portfolio of strategic pursuits, and begin building a reusable toolkit of commercial structures, value models, benchmarks, and approval practices.

Essential Functions:

Partner with Account Executives to design commercial structures for large and complex opportunities, including pricing constructs, discount architecture, ramp and volume models, multi-year agreements, subscription mix, services attach, and renewal or expansion mechanics
Build and stress-test customer value cases, financial models, scenarios, sensitivities, concession ladders, and walk-away positions that balance customer affordability with ARIS revenue, margin, recognition, and risk
Support sales-led customer negotiations as the subject-matter expert on value and commercial structure, including meetings with executive sponsors, finance, procurement, and legal stakeholders
Help the deal team define and execute the closing plan, maintain pace, surface blockers early, and escalate decisions or interventions when needed.
Prepare deal reviews, approval submissions, and exception requests, and coordinate cross-functional alignment across Deal Desk, Pricing, Finance, Legal, Revenue Recognition, Services, Product, and executive approvers.
Act as a trusted business partner to the CRO and COO GTM by providing a clear, independent view of the status, commercial structure, risk, closeability, and required executive intervention for ARIS’ largest opportunities
Facilitate value-discovery and executive-alignment workshops where they accelerate a funded customer decision
Codify successful deal structures, benchmarks, models, negotiation playbooks, and approval templates; coach sales leaders and Account Executives and lead win/loss debriefs
Establish measurable customer value commitments at signature and ensure a clean handover of scope, assumptions, commercial commitments, and success measures to Services and Customer Success, enabling consistent delivery and future renewal or expansion conversations

Minimum Requirements:

5+ years of experience in strategy or management consulting, value advisory, corporate strategy, enterprise transformation, or strategic deal execution, or 3+ years of relevant experience following an MBA
You bring a strong track record of structured problem-solving and executive-level advisory work in commercially demanding environments
Demonstrated experience shaping the commercial structure and supporting the successful closure of large, complex enterprise software or technology deals, including customer negotiation and internal approval
Strong financial and commercial capability across pricing, discounting, multi-year and ramp models, margin, ROI, TCO, payback, and scenario and sensitivity analysis
Direct exposure to customer-facing negotiations with procurement, commercial, finance, and C-suite stakeholders
Exceptional analytical problem-solving and the ability to turn complex data into concise, compelling executive recommendations
Executive presence, sound judgment, and a proven ability to influence outcomes through expertise and trust rather than formal authority
A proactive, commercially driven mindset and the ability to maintain momentum, make sound recommendations, and prioritize effectively across several high-stakes pursuits under demanding deadlines
Experience navigating cross-functional deal governance involving Sales, Finance, Legal, Pricing, Deal Desk, and Revenue Recognition
Excellent written, presentation, workshop-facilitation, and data-storytelling skills, with fluent business English

Nice to Haves:

MBA or equivalent postgraduate qualification
Experience in a strategic-deals, commercial-finance, business-value, or value-advisory function at an enterprise software company
Knowledge of enterprise agreements, framework agreements, consumption models, recurring-revenue software economics, and revenue recognition
Experience developing scalable sales enablement, playbooks, or commercial methodologies
Background in business process management, process mining, enterprise architecture, large-scale transformation, or value realization
Additional languages relevant to the assigned region

Benefits:

Private health insurance (Cigna) for you, with the first €500 of premiums income-tax exempt, and preferential rates to add family members

Company-funded life and disability insurance (VidaCaixa)

22 days' annual leave, plus two company long weekends and extra time off around Christmas and New Year

Meal vouchers for every working day

Wonest wellbeing programme — 120+ services across health, family, financial and admin support, for you and your family, 24/7

Annual variable pay (commission for sales roles, bonus for others)

€60/month remote work allowance

€700 one-time home office setup allowance, paid with your first payroll

Flexible Compensation Plan (Flex Plan) — allocate part of your salary tax-efficiently across health, transport and training

Company car for eligible client-facing and senior roles