ARIS is the Process Context Platform for Enterprise AI, giving Fortune 500 and G2000 organizations the context needed to deploy agents at scale and unlock measurable new business value. By bringing together process context, governance and operational understanding in a trusted Digital Twin of the organization, ARIS enables enterprises to connect how work is designed with how it actually happens across people, systems, data, rules and controls, improving governance and scaling agentic AI efficiently and cost-effectively. Our ambition is underpinned by the ARIS Way – five behaviors that define how we work, make decisions and create value for our customers: Take Ownership; Move Fast, Learn Fast; Shape the Future, with Confidence; Win Together; and Customer Focus. They create a culture where people are empowered to act, learn quickly, challenge convention and work across boundaries to solve the problems that matter most to our customers. ARIS is recognized by leading industry analysts such as Gartner and Forrester, and in July 2026 was named a Leader in the inaugural Gartner® Magic Quadrant™ for Digital Twin of an Organization Platforms, where it ranked top in two of the four critical capability categories. For more information, visit www.
ARIS.comand follow us on LinkedIn. Be you, join us. We are currently seeking a Business Value Execution Lead to join ARIS in Spain to help ARIS convert its largest and most complex opportunities into signed, defensible, and profitable customer agreements. In this senior expert role, you will partner with Account Executives and Regional Sales Leaders to shape the commercial architecture, value case, negotiation strategy, and internal approval path for strategic enterprise deals. In this role, you will be reporting to the COO GTM and working closely with the CRO; you will connect Sales,



Deal Desk, Pricing, Finance, Legal, Revenue Recognition, Services, Product, and Customer Success to remove barriers and maintain momentum through signature. You will influence ARIS’ most important pursuits through commercial expertise, evidence, and trusted advice, while the Account Executive and Regional Sales Leader retain ownership of the customer relationship, negotiation mandate, and final sales decisions. The role operates across regions and focuses primarily on the final stages of the sales cycle, from commercial proposal and negotiation through internal approval and contract signature. You may engage earlier to shape the value hypothesis, but your core contribution is helping strategic pursuits progress from a credible business case to an approved and executable agreement. Success in this role will be measured by the performance and commercial quality of the strategic deals you support, including signed business, win rate, price and margin discipline, time to close, approval efficiency, and the adoption of reusable deal practices across the sales organization. The role does not carry an individual sales quota; accountability is based on contribution to shared deal outcomes and the capability built across the field. In your first months, you will establish trusted working relationships with sales and cross-functional partners, support a focused portfolio of strategic pursuits,



and begin building a reusable toolkit of commercial structures, value models, benchmarks, and approval practices. Essential Functions Partner with Account Executives to design commercial structures for large and complex opportunities, including pricing constructs, discount architecture, ramp and volume models, multi-year agreements, subscription mix, services attach, and renewal or expansion mechanics Build and stress-test customer value cases, financial models, scenarios, sensitivities, concession ladders, and walk-away positions that balance customer affordability with ARIS revenue, margin, recognition, and risk Support sales-led customer negotiations as the subject-matter expert on value and commercial structure, including meetings with executive sponsors, finance, procurement, and legal stakeholders Help the deal team define and execute the closing plan, maintain pace, surface blockers early, and elevate decisions or interventions when needed. Prepare deal reviews, approval submissions, and exception requests, and coordinate cross-functional alignment across Deal Desk, Pricing, Finance, Legal, Revenue Recognition, Services, Product, and executive approvers. Act as a trusted business partner to the CRO and COO GTM by providing a clear, independent view of the status, commercial structure, risk, closeability, and required executive intervention for ARIS’ largest opportunities Facilitate value-discovery and executive-alignment workshops where they accelerate a funded customer decision Codify successful deal structures, benchmarks, models, negotiation playbooks, and approval templates; coach sales leaders and Account Executives and lead win/loss debriefs Establish measurable customer value commitments at signature a

📌 Business Value Execution Lead (Madrid)
🏢 ARIS
📍 Madrid