Kelaca
AI Value Realization Manager
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Solutions Consultant / Value Engineer
London (Hybrid) | AI Scale-Up
The Company
A London-based AI company building autonomous AI agents that automate complex enterprise workflows. They've raised $50M so far from top-tier VCs, have product-market fit with Fortune 500 clients, and are gearing up to raise their Series B.
The Role
They're building a Value Engineering team that owns the value a client gets across the full relationship, from first conversation through to renewal and expansion. The heart of the role is making sure clients realise, prove and grow the value of what they've bought: driving adoption, deepening usage, and turning early wins into expansion. You'll also work the pre-sales side, building the commercial case that gets deals over the line, but the emphasis is on owning outcomes after the signature, not just before it.
You'll be in front of clients from day one, translating complex AI capability into concrete business results.
This is not a hand-holding role. You'll be thrown into live client situations and expected to figure it out. If that energises you, read on.
What You'll Do
- Own post-sale outcomes: onboarding, adoption, value realisation, expansion and renewal, this is the core of the role
- Prove and grow value, turn delivered results into the evidence and the relationships that drive expansion
- Build the commercial case: ROI models, success metrics, use case briefs, the evidence that proves value and moves deals
- Lead discovery sessions and value workshops with enterprise clients
- Partner with sales across the pre-sales cycle, from first technical conversation to signed contract
- Develop reusable collateral, playbooks, templates, benchmarks, that compound across the team
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What You'll Be Measured On
- NRR, the renewals and expansions you own, your core number
- New Logo ARR, new business you help close
You own both sides of the revenue equation, with the weight on retaining and growing accounts. Commission is uncapped and tied directly to the ARR you influence, on top of base salary.
What They're Looking For
Experience
- 3-10 years in customer success, value engineering, solutions consulting, or a hybrid pre/post-sales role, with genuine depth on the post-sale, value-realisation side
- Track record of owning adoption, expansion and renewal, not just landing the initial deal
- Comfortable in ambiguous, fast-moving environments with minimal process
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Approach
- Consultative, you diagnose before prescribing, and lead with business outcomes
- Outcome-owning, you stay with the client after the sale and hold yourself to the value they actually realise
- Stakeholder-facing, you partner with business decision-makers, not just technical teams
- Independent, you operate well with loose guidance and take ownership
- AI-native, you automate your own workflows and bring that mindset to clients
Communication
- Clear, confident, direct, in writing and in the room
- You can turn complex capability into a one-page business case a CFO will read
Logistics
- 2 days/week in office (West London)
- Competitive base + uncapped commission + equity
- Interview process: 2-3 interviews + practical challenge
You've Probably Worked At
AI or data platform vendors like Celonis, Dataiku, Snowflake, Databricks, Palantir, C3.ai, DataRobot, Quantexa, ThoughtSpot, Alteryx, or similar Series A/B/C scale-ups selling complex technology into enterprise, ideally in a role that owned customer outcomes and expansion, not just new business. Or you've come from a consulting background (strategy, analytics, or tech implementation) and moved vendor-side.
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