Job Description

Shipping accounts for over 90% of global trade, yet the industry remains decades behind in digitization and automation. Operating safely and efficiently in congested ports, high-traffic sea lanes, and complex operating environments is becoming increasingly challenging.

Orca AI is transforming maritime operations through real-time AI and computer vision that deliver next-generation situational awareness and decision-making. Our platform connects onboard crews with shoreside teams, improving navigational safety, reducing human error, and supporting decarbonization through smarter routing and performance optimization.

Trusted by leading global fleets including MSC, Seaspan, and NYK, Orca AI is scaling rapidly. As we expand across regions, clearly articulating and proving the business value we deliver is critical to winning and growing enterprise customers.

The Role

We’re looking for a Business Value Consultant to partner with enterprise customers and Account Executives to build compelling ROI narratives, quantify measurable business impact, and uncover new value drivers through deep customer discovery.

This is a hands-on, strategic individual contributor role at the intersection of value engineering, presales, and consulting—ideal for someone who enjoys customer-facing work, influencing deals, and shaping the value story of a fast-growing global company.

What You’ll Do

• Build credible, data-driven ROI models and business cases supporting $200K–$1M+ enterprise software deals
• Lead customer discovery with operators, technical stakeholders, and executives to quantify impact and uncover non-obvious value drivers
• Run value-focused customer meetings and support POVs/POCs with clear, measurable success criteria
• Enable Sales with repeatable value frameworks, benchmarks, KPIs, and executive storytelling
• Identify patterns across customers, regions, and use cases to refine ICP and go-to-market value messaging
• Distill customer and market insights to Product, Engineering, and Marketing teams

Requirements

What We’re Looking For

• 3–5+ years of experience in value engineering, management consulting, presales, or solution consulting
• Proven ability to build software ROI models and executive-ready business cases
• Experience supporting complex enterprise buying cycles and multi-stakeholder deals
• Strong analytical skills with advanced Excel and/or financial modeling capabilities
• Clear, concise communicator with the ability to simplify complex operational problems into compelling business outcomes
• Comfortable operating in ambiguity and building structure where none exists
• Customer-facing, commercially minded, and action-oriented

Nice to Have

• Experience with MEDDICC, enterprise sales methodologies, or value frameworks
• Background in Maritime, Industrial, Logistics, or operational environments
• Based in the Europe fluent in English, additional languages a plus
• Willingness to travel to support strategic customers and high-value deals