Senior Director, Strategic Accounts

Compensation Range:

Base compensation: $225K - $240K

Additional commission eligibility will apply

Compensation Disclaimer:
The salary range listed reflects the base pay for this role at Altus Group and is provided where required by local regulations. Actual offers may differ based on experience, market conditions, and other relevant factors. The range does not include additional compensation such as bonuses, equity, benefits, or other incentives.

The opportunity

Altus Group has transitioned to a pure-play software and analytics platform and is experiencing accelerated growth. Reporting to the SVP, Sales, we are hiring a Senior Director, Strategic Accounts to lead this growth across Altus Group’s most important global enterprise relationships. As our new Senior Director, Strategic Accounts, you will shape the strategy and execution behind our largest enterprise opportunities, driving revenue growth, retention, expansion, customer adoption, and long-term value. You will lead and develop a Strategic Accounts team that delivers near-term revenue results while building stronger, more valuable enterprise relationships over time.

In this senior commercial leadership opportunity, you will play a key role in this next phase, leading complex, multi-year SaaS opportunities with some of the world’s largest institutional commercial real estate investors and brokers. Working closely with Product, Marketing, Customer Success, Account Management, and executive leadership, you will connect customer priorities with commercial strategy to support sustainable growth.

Based in New York City or the surrounding Tri-State area, this role includes working onsite as needed to collaborate with senior leadership and support customer engagement. With up to 30% travel, you will maintain regular in-person visibility with the leadership team and customers for relationship management, strategic meetings, and deal closure.

What’s in it for you

Ownership and impact. You will lead the strategy behind some of Altus Group’s most important global enterprise relationships, with direct influence on revenue growth, retention, expansion, and long-term customer value. You will shape complex, multi-year SaaS opportunities with leading institutional CRE investors and brokers, bringing your commercial judgment and executive-level relationship skills to opportunities that can deliver meaningful outcomes for customers and the business.

Strategic influence. Your impact will extend beyond sales performance. You will bring customer and market insight into decisions across Product, Marketing, Customer Success, Account Management, Sales Operations, and executive leadership. You will have the opportunity to influence business priorities, strengthen how Altus serves its largest enterprise customers, and identify new sources of growth as the company continues to expand its software and analytics business.

Leadership and growth. You will build and develop a high-performing Strategic Accounts team while shaping the strategy, operating model, and commercial discipline behind the function. This is an opportunity to expand your leadership influence across people, revenue, customer relationships, and enterprise strategy, with a visible role in Altus Group’s next phase of growth.

As our new Senior Director, Strategic Accounts, you will:

• Set the strategic direction. You will define and execute the global strategic accounts strategy, identifying the greatest opportunities for growth, expansion, retention, and long-term customer value. You will translate that strategy into clear priorities, account plans, pipeline expectations, and team actions.
• Lead the largest opportunities. You will personally engage in complex enterprise sales and strategic partnership opportunities, particularly those involving multi-million-dollar potential, multiple decision-makers, and new commercial or pricing models. You will navigate conversations with C-suite executives, procurement, operational leaders, and end users to build alignment and advance opportunities.
• Grow strategic partnerships. You will develop deep, executive-level relationships with key customers, particularly commercial real estate service providers whose scale and user base make them strategically important to the business. You will identify opportunities to expand partnerships, introduce new technology, increase adoption, and create longer-term customer value.
• Stay close to the customer. You will balance executive-level relationship management with the ability to get into the details when needed. You will understand how customers use the platform, where adoption succeeds or stalls, what their teams need to accomplish, and where those insights can create opportunities for expansion or product development.
• Build the team. You will lead, coach, and develop Strategic Account Executives and Account Managers, set clear expectations, strengthen sales capability, and help the team shift from transactional execution to more strategic enterprise account leadership.
• Create commercial discipline. You will lead forecasting, pipeline planning, account planning, revenue reviews, and strategic opportunity management. You will use data and customer insight to identify risks, prioritize opportunities, and keep the team focused on the activities with the greatest commercial impact.
• Connect the organization. You will bring customer insight into conversations with Product, Marketing, Customer Success, Sales Operations, and executive leadership. You will help translate nuanced customer needs into practical actions while advocating for solutions that can scale across the broader customer base.
• Support adoption and long-term success. You will work with internal teams to ensure strategic customers have a clear path from sale through onboarding, adoption, value realization, renewal, and expansion. You will help maintain the thread between what was promised commercially and what customers ultimately experience.
• Lead globally. You will work with global teams and stakeholders in adapting your communication and availability to support a global customer and team environment.
• Represent the business externally. You will build relationships across the commercial real estate ecosystem, participate in industry conversations, and bring an informed perspective on customer needs, market developments, technology, data, and emerging opportunities.

You bring

• The enterprise sales experience. You have built a strong track record in complex B2B enterprise sales, strategic accounts, or strategic partnerships, with experience navigating multi-level buying organizations and sophisticated commercial negotiations. You are comfortable operating on large, complex opportunities. You have a confident executive presence and can engage executive leadership, including C-suite and board-level stakeholders, in high-level business discussions.
• The commercial real estate perspective. You bring commercial real estate experience, ideally working with brokers, service providers, investment organizations, valuation, technology, or another part of the CRE ecosystem. You understand the industry and can speak credibly with senior customers about their business. Experience selling into CRE service providers is particularly valuable.
• The strategic account mindset. You think beyond the immediate transaction. You can identify the broader opportunity within an account, build a long-term strategy, understand multiple stakeholder needs, and create a path from an initial opportunity to broader adoption and expansion.
• The leadership experience. You can quickly establish credibility with senior decision-makers and clearly communicate complex commercial ideas. You have experience leading, coaching, mentoring, or developing sales talent. You know how to establish accountability while giving experienced people the space to perform, and you are motivated by the opportunity to build capability within a developing strategic accounts organization.
• The operational discipline. You bring strong skills in forecasting, pipeline management, planning, and commercial execution. You prioritize the bigger strategic picture while staying in the details, from pricing and deal structure to customer onboarding, adoption, and account performance.
• The customer orientation. You understand that enterprise selling is a long game. You are prepared to invest in relationships and stay engaged through the customer’s journey rather than treating the signed agreement as the finish line. You can balance immediate revenue objectives with the partnership's long-term health and value.
• The adaptability. You are comfortable operating in an environment where not every opportunity has an established playbook. You can work through ambiguity, bring structure to complex situations, and collaborate with internal teams to develop new approaches when customer needs require them.
• The global mindset. You have experience working across geographies, cultures, and time zones and understand that a senior commercial leadership role sometimes requires flexibility beyond a traditional nine-to-five schedule.

Apply now

If you’re excited about this role but your experience aligns differently with every requirement, we encourage you to apply. While specific qualifications may be strictly required, others can be based on various experiences, backgrounds, and knowledge. We can’t promise an interview, but we will consider your whole application.

What you can expect from our interview process:

• A virtual interview with a Talent Advisor to discuss your interest in the role and your experience. The conversation will be recorded using BrightHire, an AI-powered video interview tool. More details will be shared when you are invited to interview.
• A virtual interview with the current Strategic Accounts leader, focused on your enterprise sales experience, strategic account approach, commercial judgment, and leadership style.
• A virtual interview with a senior peer leader, focused on your ability to collaborate across the business, influence stakeholders, and navigate complex customer situations.
• A virtual interview with the SVP, Sales, focused on strategic leadership, revenue growth, executive presence, and your vision for developing the strategic accounts function.
• A final virtual interview with senior executive leadership, focused on your ability to operate at the executive level, lead through transformation, and build long-term customer and business value.

Unlock your Altus Experience!

If you’re looking to advance your career in in an industry that is transitioning for greatness, there’s no better place than Altus Group.

Our high trust, high performance culture prioritizes progressive programs that empower you to deliver your greatest performance while promoting collective success where everyone is recognized and connected. 

We offer boundless opportunities in a rapidly growing global business: mentorship from the best and brightest in CRE, access to our Altus Intelligence Academy, and the chance to work with the best data sets, tools and technology in the industry.

What Altus Group offers:

• Rewarding performance: competitive compensation, incentive and bonus plans, and a total rewards package prioritizing mental, physical, and financial well-being.

• Growth and development: we invest in your professional learning. Our Altus Intelligence Academy offers over 150,000 hours of learning content.

• Flexible work model: our Activity-Based Work model provides flexibility to align your work location to the needs of the work — use the office for collaboration and remote work for focused tasks.

Inclusivity & Accessibility

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.

Use of Artificial Intelligence

AI tools may be used to support the initial stages of screening for this role; however, all assessments and final hiring decisions are reviewed and made by an Altus Group hiring professional.

Background Checks

Please note that as part of our commitment to maintaining a safe and secure workplace, Altus Group may conduct background checks on candidates who receive a conditional offer of employment. These checks may include, but are not limited to, verification of employment history, education credentials, criminal records, credit history (where relevant), and reference checks. The scope and nature of background checks may vary depending on the role, location, and applicable laws. All background checks will be conducted in compliance with local laws and regulations, and candidates will be informed of any checks required as part of the recruitment process.

Other Notes / Application Process

We appreciate all applicants; however, only those selected to move forward will be contacted. Thank you for your interest in Altus Group.