Disclaimer: The base salary range represents the low and high end of Altus Group’s “Pay Grade Range” for this position in the primary work location. Actual hiring salaries will vary depending on factors including but not limited to work experience, and geographic market data for the role. The Pay Grade Range listed above does not reflect Altus Group’s total compensation for employees. Other rewards may include an annual bonus, flexible work arrangements, and region-specific benefits.

Unlock your Altus Experience!

If you’re looking to advance your career in data analytics, expertise, and technology for the rapidly growing global CRE market, there’s no better place than Altus Group. At Altus, our work is purposeful. Every day, our employees drive impact, innovate, and shape the global commercial real estate (CRE) and PropTech industry.

Our people-centric culture empowers you to deliver in a high trust, high performance culture, surrounded by an inclusive team that’s collaborating to modernize our industry. We invest in our people with training and growth opportunities designed to propel you further in your career while providing a flexible and progressive workplace that reflects our values and teams.

Job Summary:

The Go to Market Business Partner will play a critical role in driving revenue growth, sales productivity and return on investment for the company. The role is responsible for aligning product and sales annual revenue plans, Go to Market expense budgeting, pricing and discount approvals, sales commission plan effectiveness, sales organization design and productivity, and Marketing investment optimization. The ideal candidate is highly analytical, highly responsive, experienced in sales processes and knowledgeable on various revenue streams

Key Responsibilities:

Sales Forecasting and Planning
- Create annual sales plans and assist with quota distribution
  - Collaborate with product teams on new products, features, pricing, packaging updates and develop overall sales plans by product and region
  - Ensure plans are achievable through balanced quota distribution
- Create annual expense plans for Sales, Customer Success and Marketing
  - Ensure resource planning is in place to support sales and revenue plans
  - Work with CRO and operations to ensure optimal sales org design
- Develop Marketing plan that optimizes return on investment and ensures sales and revenue targets can be achieved
- Lead the analysis of weekly sales forecasts and monthly sales outlooks to ensure proper forecasting of in quarter and next quarter goals.
  - Drive weekly funnel growth and coverage metrics by product and region
  - Partner with Chief Revenue Officer to assess risk / opportunities in forecast

Align product investments with go to market objectives and sales performance
- Ensure go to market readiness on new product launch
- Align product roadmap with marketing initiatives and sales training
- Review of product P&Ls to ensure profitability and align product and go to market

Drive Software as a Service (SaaS) based metrics throughout the organization
- Focus on Net Revenue Retention and Gross Revenue Retention based metrics
  - Drive metrics and management focus to mitigate customer churn and maximize new sales, upsell and cross sell
  - Drive ARR and NRR based planning focusing on key cohorts
- Use SaaS based metrics to drive investment decisions
  - Track customer acquisition costs (CAC) and lifetime value to CAC metrics to optimize investments in sales and marketing

Sales Commissions Review
- Assist Sales Operations with the creation of annual sales commissions plans
  - Assess prior year plan and make recommendations for changes
  - Assist in costing analysis of plan. Test plan for balance of measures and effectiveness
  - Ensure quota alignment
  - Review attainment and payouts on a regular basis throughout the plan year
Deal Review and Pricing Analysis
- Own discount and non-standard deal approvals
  - Review and approve discounting through systemic processes
  - Participate in weekly deals desk review of non-standard deals. Collaborate with Sales and Legal on mutually agreed deal structures.
  - Review pricing and discount behaviors and recommend potential changes to the schedule of authorization

Marketing investment optimization:
- Manage Marketing expenses to optimize return on investment
  - Develop optimal balance of people and program spend
  - Develop and maintain reverse waterfall model to ensure funnel growth will meet sales expectations
  - Ensure Marketing campaigns and collateral are sufficient to support sales initiatives and new product launch

Accounting and Revenue Operations Support
- Ensure proper revenue accounting for standard and non-standard deals
  - Ensure standard sales processes are in place in accordance with revenue recognition standards
  - Collaborate with Accounting teams to identify deals that may require special accounting treatment
  - Drive compliance of know your customer policies
- Drive automation and standardization of billings and collections
  - Ensure standard quoting and billing terms are enforced
  - Monitor collections to ensure aged accounts are collected and processes are in place to flag potential collection risks prior to deal closure

Qualifications:

Bachelor’s degree in finance, Accounting, Economics, or a related field. MBA or CFA preferred.
10 years of experience in sales finance decision support role, sales operations or product finance decisions support role in SaaS or software-based company
Strong understanding of financial statements, accounting principles, and corporate finance.
Proficiency in Microsoft Excel, financial modeling, and experience with financial reporting tools (e.g., Workday Financials, SAP, Adaptive Planning, Power BI).
Experience with Salesforce or other CRM and Marketing automation platforms
Excellent communication and presentation skills with the ability to convey financial insights to non-financial stakeholders.
Strong leadership, organizational, and problem-solving skills.

Key Competencies:

Analytical mindset with attention to detail.
Ability to handle multiple projects and meet tight deadlines.
Strong business acumen and strategic thinking.
Collaborative and able to work cross-functionally across various teams.
Proactive and able to take initiative with minimal supervision.

What Altus Group offers:

Rewarding performance: We are pleased to be able to provide employees competitive compensation, incentive and bonus plans, and a total rewards package that prioritizes their mental, physical and overall financial health.
Growth and development: As a destination for top industry talent, we’re investing in you to meet the evolving needs of our clients and deliver on your professional goals. Our Altus Intelligence Academy offers over 150,000 hours of learning materials catering to diverse stages of an employee’s career journey.
Flexible work model: We’re modernizing our employee programs to reflect the new world of work. Our Activity-Based Work model provides you with flexibility to align your work location to the work being performed - office for connecting and collaborating, and remote for focused work.

Altus Group is committed to fostering an inclusive work environment where all clients and employees feel welcomed, accepted and valued. We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.

Applicants with disabilities may contact Altus Group to request and arrange for accommodations. If you need accommodation, please contact us at accessibilityusa@altusgroup.com or +1 888 692 7487.

We appreciate all applicants who take the time to apply to Altus Group. Please note that only those who are selected to move forward in the process will be contacted. Thank you.

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