Shipping accounts for over 90% of global trade, but it’s operating in a world that’s decades behind in digitization and automation. Navigating congested ports, avoiding collisions, and improving operational efficiency are mission-critical—and increasingly complex in today’s world. Orca AI is leading the charge to bring next-gen situational awareness and decision-making to fleets through real-time AI and computer vision technology.

Our platform helps bridge the gap between onboard teams and shoreside operations, empowering safer navigation, reducing human error, and supporting decarbonization efforts through smarter routing and better performance monitoring.

We’re trusted by some of the world's most forward-thinking fleets like MSC, Seaspan and NYK.We’re looking for a Business Value Consultant who can partner with Enterprise AEs to build compelling ROI cases, quantify customer impact, and uncover new value drivers through customer interviews.

This is a hands-on, strategic IC role ideal for someone who has experience in value engineering, presales, consulting — and wants to shape the value narrative of a fast-growing startup.

What you will do:

1. Build Business Cases That Win Enterprise Deals

2. Discover New Areas of Value Through Customer Interviews

3. Enable the Sales Team With Clear, Repeatable Value Storytelling

Requirements:

1. Enterprise Value & ROI Modeling Experience

• 3–5+ years experience in value engineering, management consulting, presales, or solution consulting
• Comfortable building ROI models and business cases for Software
• Experience supporting $200k–$1M+ enterprise deals

2. Customer Discovery & Sales Acumen

• Skilled in interviewing both operators and C-suite
• Can extract quantitative inputs from qualitative conversations
• Able to map business processes and identify value levers the customer does not articulate themselves

3. Deal Support & Collaboration with AEs

• Runs customer meetings to do discovery, impact quantification, storytelling
• Supports the design of POVs/POCs with measurable success criteria

4. Insights, Value Frameworks & GTM Development

• Helps build the value playbook: core value drivers, benchmarks, KPI…
• Iterates on ICP with Sales Leadership by identifying patterns in value across industries and personas
• Regularly distills market insights to Product, Engineering, and Marketing
• Can operate with ambiguity and gradually turn signal into structure.

5. Strong Analytical & Communication Skills

• Advanced Excel and/or financial modeling skills.
• Ability to simplify complex operational problems into clear, executive-ready value messages.
• Strong storyteller who can communicate economically

6. Startup Mindset

• Comfortable working in a fast environment with limited structure.
• Not purely an analyst — someone who is customer-facing, curious, and action-oriented, with a knack for sales

7. Other Requirements

• Based in APAC or EMEA time zones (flexible, depending on need).
• Fluent in English. Additional Languages are plus.
• Comfortable traveling occasionally to meet customers and support high-value deals.
• Industry understanding in Maritime, Industrial, Logistics, or Operations is a strong plus.
• Experience with MEDDICC, value frameworks, or enterprise selling is a plus.