We are looking for a Business Value Consultant to join our mission of transforming the maritime industry. In this strategic role, you will partner with enterprise customers and Account Executives to build compelling ROI narratives and quantify measurable business impact. We are seeking a hands-on individual contributor to uncover new value drivers and shape the global value story of Orca AI as we scale our impact across the world’s leading fleets.
About Orca AI:
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 and high-traffic sea lanes is becoming increasingly challenging.
Orca AI is transforming maritime operations through real-time AI and computer vision, delivering 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 performance optimization.
Founded in 2018, Orca AI is a fast-growing scale-up in an incredibly strong position. We recently raised $73M in a Series B round (May 2025) and have over 1,100 systems deployed to industry giants like MSC, Seaspan, and NYK. What sets us apart is our data - over 100 million nautical miles of proprietary data, making it the largest maritime AI dataset in the world.
As we scale rapidly, we are looking for passionate individuals to join us in defining the future of the maritime world.
Responsibilities:
As a Business Value Consultant, your impact will be:
- 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
What do you need to succeed in this role?
- 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
Why Orca AI? Our Culture and Benefits:
Our Culture & Values: We are a global team of 130 professionals driven by a shared mission to lead the transition to autonomous shipping. At Orca AI, we combine cutting-edge technology with a human-centric approach to redefine the maritime industry. We believe in:
- Innovation & Data-Driven Intelligence: We are passionate about solving complex problems for the first time in a "greenfield" industry. By leveraging data and intelligence, we create smarter, more efficient solutions that drive lasting change.
- Global Impact & Reliability: Our mission is to use technology to make the oceans safer and the world more efficient. We are dedicated to providing our customers with a reliable service they can count on to protect their most valuable assets.
- Customer Centricity & Agility: Our customers are at the heart of everything we do. We embrace agility as an essential part of our workflow, enabling us to respond effectively to changing market conditions and provide the best possible service.
- Global Collaboration: Diversity is our strength. We operate across Japan, Singapore, and Greece, supported by a diverse remote team spanning Europe and Asia, fostering a truly international perspective on maritime challenges.
- High-Energy Environment & Balance: We foster a vibrant, high-energy work culture. In our Tel Aviv office, we enjoy a dog-friendly environment and maintain a unique work-life balance, working 4 days a week from the office to stay connected and inspired.
Orca AI is an equal-opportunity employer committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of ALL diverse backgrounds, and special accommodations are available upon request in all selection phases.
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