The Role
Build and lead Digimarc’s value engineering function for enterprise technology sales. Partner with customers and account teams to uncover economic drivers, create CFO-ready business cases using ROI, IRR, NPV, TCO, payback, and cost-of-inaction models, and translate product capabilities into measurable outcomes. Develop scalable value-selling frameworks, benchmarks, tools, and proof points; advise on AI and technology; create executive presentations; support strategic deals; and establish post-sale value realization to drive bookings, renewals, expansion, win rates, deal sizes, and ARR.
Summary Generated by Built In
About Us: WHY DIGIMARC, WHY NOW?
Digimarc Corporation (NASDAQ: DMRC) is building the trust layer for the modern world. Our solutions help people, businesses, and intelligent systems verify what’s real, protect what matters, and interact with confidence across physical and digital environments. Learn more at Digimarc.com.
Digimarc is at a pivotal growth phase. We have a storied history, a great platform, and some of the most recognizable retailers and brands in the world as customers. Now it is time to tell that story, and to be clear about where we are going.
You will shape the value engineering function from the ground up. This is not a seat on an established team. It is the chance to build the frameworks, the tools, and the discipline that define how Digimarc wins, and to do it alongside customers solving problems that matter at global scale.
And your work has a home waiting for it: our entire sales motion runs on a value standard. Every deal review in this company opens the same way — the named executive, the problem they want solved, the timeline, the business impact in dollars, and how that impact was triangulated across the enterprise. You are the person who builds the machinery behind that standard: the models, the benchmarks, and the proof that make it rigorous instead of ritual.
WHAT SUCCESS LOOKS LIKE?The goal is simple: drive bookings and ARR. Along the way, success means:
- Product market fit, proven in the field. Deep customer engagement across our key verticals that sharpens where we win, how we win, and how best to win, and feeds that learning back into positioning and product.
- Deals moved from nice to have to must have. Critical opportunities reframed around quantified business impact, so the investment case is undeniable and the deal earns priority in the customer's budget.
- A sales team armed to win. Positioning, value frameworks, and battle-tested tools in the hands of every seller, with the Value Engineer engaged directly on the opportunities that matter most.
- Value that compounds. Success criteria established at the point of sale and demonstrated after it, fueling renewals and expansion.
Within the first 6 months, expect to be embedded in our top strategic opportunities with a Digimarc value framework and ROI model in live use. Within 12 months, expect value engineering to be a measurable driver of win rates, deal sizes, and ARR across strategic pipeline.
WHAT YOU WILL DO…
- Lead value discovery. Work with customers and account teams to understand strategic priorities, economic drivers, and the fully loaded cost of the current state.
- Build the financial case. Develop credible, customer-specific business cases covering ROI, IRR, NPV, TCO, payback, and cost of inaction, framed against each customer's hurdle rates and capital priorities and rigorous enough to stand up to CFO scrutiny.
- Translate capabilities into outcomes. Convert product capabilities and business requirements into tangible, measurable outcomes with agreed success criteria, so there is no ambiguity between what is bought and the value it must deliver, and so realized value fuels renewal and expansion.
- Power the value standard. Build and maintain the models and benchmarks behind our deal-review frame — named executive, problem, timeline, dollar impact, triangulation — so every seller can construct and defend it, and the best deals carry business cases you built together.
- Engage credibly on AI and technology. Hold substantive conversations with customer architects, data leaders, and innovation teams about AI, agentic interactions, and the broader ecosystem, and connect it all to customer value.
- Tell the story. Own executive storytelling as a craft: ideation, narrative architecture, and strategic pitch deck creation from a blank page. Design and deliver boardroom-quality presentations with strong narrative arc, message hierarchy, and visual precision that make the case for change unmistakable. The bar is the best in the field: Duarte-class precision in structure, story, and design.
- Run the room, own the follow-through. Support priority opportunities alongside Sales. Be sharp and additive in high-stakes meetings, then rigorous afterward with clear owners, next steps, and momentum.
- Make it repeatable. Build the frameworks, benchmarks, value hypotheses, ROI and NPV models, and customer proof points that scale value-based selling across the organization.
WHAT WE ARE LOOKING FOR…
We hire against Lencioni's ideal team player. Humble, hungry, smart. In this role, that looks like:
- Humble. The deal is the seller's; your fingerprints are on the business case, not the credit. You take a CFO's hardest challenge to your model as a gift, and you say "I don't know, I'll find out" without flinching.
- Hungry. You love to ideate, but you yearn to execute — turning debate into decisions, meetings into actions, and strategy into finished work. No deal that matters goes into a review without a value case worthy of it.
- Smart. People smart. You read the CFO, the operator, the innovation lead, and the skeptical architect, and you know which number, which risk, and which story each one needs.
And the experience underneath it:
- 10+ years in Value Engineering, Value Advisory, Business Value Consulting, Management Consulting, Strategy, or a similar executive-facing role supporting complex enterprise technology or SaaS sales.
- Deep industry experience in retail, CPG, supply chain, traceability, product authentication, or fraud and loss prevention, with real fluency in the economic drivers of these businesses.
- Advanced business case and financial modeling skills across IRR, NPV, ROI, TCO, payback, and cost-benefit analysis, including sound judgment on discount rates, assumptions, and sensitivities, and comfort discussing cost of capital and capital allocation with finance leaders.
- Command of the full value-selling lifecycle: discovery, value hypothesis development, business case construction, executive alignment, and post-sale value realization.
- Genuine AI fluency. Current on the ecosystem and agentic systems, credible with technology leaders, and AI-first in your own workflow.
- Exceptional communication in every mode, with executive storytelling as a core skill, not a side one: ideation, narrative architecture, message hierarchy, and strategic pitch deck creation at a Duarte-class standard — sharp on your feet in the room, and precise in writing.
- A bias for execution. Named owners, dates, and outcomes on everything you touch.
- Executive presence. Credibility, composure, and command with C-suite leaders at major global enterprises.
- Willingness and ability to travel up to 40%.
NICE TO HAVE:
- Experience in an enterprise technology, SaaS, or consulting organization with a mature value-selling practice.
- Direct experience advising C-suite leaders at Fortune 500 retailers, CPG companies, or global brands.
- A background that deepened your financial toolkit, such as corporate finance, FP&A, or strategy, or an MBA, CFA, or equivalent depth built the hard way.
- Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan
- Restricted Stock Units
- Flexible Paid Time Off & Holidays
- Life Insurance
- Employee Stock Purchase Plan (ESPP)
- Mentorship Opportunities
- Training & Development
Compensation:
$180,000 - $220,000
This compensation range takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill set, experience, training, licensure, certifications, geography and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.
Our Culture:
We are a team of problem-solvers united by our company’s immense potential to help solve complex challenges.
We align to the following Digimarc core values:
- Collaborative – Stronger together. We embrace diverse perspectives and harness our collective talent to realize our full potential.
- Curious – Listen and look forward. We think differently and seek out opportunities for growth to exceed our stakeholders’ expectations.
- Courageous – Innovate with integrity
We challenge each other and do the right thing – even when it’s difficult – to deliver wins for our customers.
Join our team and work in support of a technology platform that can transform how consumer goods are made, bought, sold, and recycled around the globe. Digimarc is committed to the health and safety of our employees and their families. We are dedicated to diversity, professional development, and the success of our employees. For more information, visit us at www.digimarc.com.
Digimarc is seeking diverse applicants. We are an equal opportunity employer and consider qualified applicants for employment without regard to race, gender, age, color, religion, disability, veteran status, sexual orientation, gender identity, or any other protected factor. We want the best people who share our values.
This job posting is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
Principals only. No recruiters please.
Skills Required
- 10+ years in Value Engineering, Value Advisory, Business Value Consulting, Management Consulting, Strategy, or a similar executive-facing role supporting complex enterprise technology or SaaS sales
- Deep industry experience in retail, CPG, supply chain, traceability, product authentication, or fraud and loss prevention
- Advanced financial modeling and business case skills covering IRR, NPV, ROI, TCO, payback, and cost-benefit analysis
- Ability to assess discount rates, assumptions, sensitivities, cost of capital, and capital allocation with finance leaders
- Experience across the full value-selling lifecycle, including discovery, value hypothesis development, business case construction, executive alignment, and post-sale value realization
- Genuine AI fluency, including familiarity with the AI ecosystem and agentic systems
- Exceptional executive communication, storytelling, narrative architecture, message hierarchy, and strategic pitch deck creation
- Strong execution skills with clear owners, dates, and outcomes
- Executive presence and credibility with C-suite leaders at major global enterprises
- Willingness and ability to travel up to 40%
- Experience in an enterprise technology, SaaS, or consulting organization with a mature value-selling practice
- Direct experience advising C-suite leaders at Fortune 500 retailers, CPG companies, or global brands
- Corporate finance, FP&A, or strategy background, or an MBA, CFA, or equivalent financial expertise
Digimarc Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Digimarc and has not been reviewed or approved by Digimarc.
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Healthcare Strength — Comprehensive medical, dental, and vision coverage is prominent, and the U.S. medical plan is characterized as strong and comprehensive. Health insurance is positioned as a core strength of the package.
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Leave & Time Off Breadth — Flexible or unlimited PTO, company holidays, and paid volunteer time are offered. These policies are presented as supporting work–life balance.
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Equity Value & Accessibility — RSUs are explicitly included in offers across many roles, not just leadership. The equity component is positioned as a differentiator versus cash‑only packages.
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The Company
What We Do
We are a small company making a big impact on our planet. We’ve built a Platform that secures currency, protects digital assets from misuse, reduces plastic waste from our oceans, and enables greater supply chain and retail efficiencies. We create the digital twin to your physical products, and put the internet into your things. Jump start your digital transformation with Digimarc.
