Director, Go to Market Finance Business Partner

Job Category:

Finance & Accounting

Pay Grade Range:

$118,070.00 - $275,490.00

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:
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