Job Details

About Us

Fieldguide is establishing a new state of trust for global commerce and capital markets through automating and streamlining the work of assurance and audit practitioners specifically within cybersecurity, privacy, and financial audit. Put simply, we build software for the people who enable trust between businesses.

We're based in San Francisco, CA, but built as a remote-first company that enables you to do your best work from anywhere. We're backed by top investors including Bessemer Venture Partners, 8VC, Floodgate, Y Combinator, DNX Ventures, Global Founders Capital, Justin Kan, Elad Gil, and more.

We value diversity - in backgrounds and in experiences. We need people from all backgrounds and walks of life to help build the future of audit and advisory. Fieldguide's team is inclusive, driven, humble and supportive. We are deliberate and self-reflective about the kind of team and culture that we are building, seeking teammates that are not only strong in their own aptitudes but care deeply about supporting each other's growth.

As an early stage start-up employee, you'll have the opportunity to build out the future of business trust. We make audit practitioners' lives easier by eliminating up to 50% of their work and giving them better work-life balance. If you share our values and enthusiasm for building a great culture and product, you will find a home at Fieldguide.

About the Role

We're seeking a highly analytical and strategic Value Engineer to lead and scale our value-based selling efforts at Fieldguide, a high-growth Vertical AI company serving the largest Audit and Advisory firms in the world. This role will be pivotal in articulating the transformational impact of our platform to executive buyers, particularly CFOs, Managing Partners, and Audit/Advisory leaders at top firms. You'll partner with Sales, Product, Customer Success, and Finance to develop value narratives and business cases that align with industry-specific workflows and regulatory pressures. This role will report directly to the VP of Sales, but will collaborate closely with VPs of Finance, Marketing, Customer Success, Product, and CEO.

What You'll Do

• Value Framework Development. Build and maintain industry-specific value frameworks, ROI calculators, business cases, and financial justification tools aligned to buyer personas and verticals.
• Industry-Specific Value Modeling. Design and refine tailored ROI models that reflect the economics of professional services firms (e.g., billable utilization, margin per engagement, time-to-delivery, compliance risk reduction).
• Strategic Deal Execution. Act as a value consultant on top strategic deals, engaging directly with prospective clients to uncover pain points and quantify platform impact.
• Executive Communication. Develop financial justification materials (e.g., total cost of ownership, net present value, payback period) that resonate with finance and operational leaders in the accounting industry.
• Thought Leadership. Define and evangelize best practices for value-based selling across the go-to-market team; conduct training and enablement sessions.
• Cross-Functional Collaboration. Collaborate with Product Marketing and Product Management to continuously align platform capabilities to buyer value and update positioning as the product evolves.
• Customer Engagement. Collaborate directly with C-level buyers to diagnose business challenges, quantify potential value, and reinforce ROI throughout the customer lifecycle.
• Scalability. Partner with the Sales Enablement team to build playbooks, templates, and tooling to enable regional teams and partners to deliver consistent value messaging at scale.
• Continuous Improvement. Iterate on value frameworks and messaging based on customer feedback, industry trends, and new product capabilities.

• 7 to 10 years in value engineering, management consulting, sales engineering, or strategic finance, preferably with exposure to accounting, audit, or professional services industries.
• Deep understanding of SaaS business models and the economic levers in professional services firms (utilization, realization, overhead).
• Familiarity with workflows in firms offering audit, advisory, and compliance services is a major plus.
• Strong Excel and financial modeling skills with the ability to translate operational improvements into ROI.
• Executive presence and experience influencing senior stakeholders (CFOs, COOs, CIOs).
• Proven ability to synthesize product capabilities into customer outcomes and financial impact.
• Deep understanding of enterprise buying cycles and solution selling methodologies (e.g., Challenger, MEDDIC/MEDDPICC).
• Experience building scalable enablement content and tooling.
• MBA or finance background is a strong plus.

• Fearless - Inspire & break down seemingly impossible walls.
• Fast - Launch fast with excellence, iterate to perfection.
• Lovable - Deliver happiness & 11 star experiences.
• Owners - Execute & run the business with ownership.
• Win-win - Create mutual value & earn trust for life.
• Inclusive - Scale the best ideas with inclusive teams.

• Competitive compensation packages with meaningful ownership
• Flexible PTO
• 401k
• Wellness benefits, including a bundle of free therapy sessions
• Technology & Work from Home reimbursement
• Flexible work schedules