Lead Finance Business Partner (Marketing & Eco-Systems)

• You will be a key member of the Finance department, reporting directly to the VP, GTM Finance.

• You will act as a dedicated partner to executive leaders across our Go-To-Market (GTM) organizations, which include functions such as Services, Customer Success, Marketing, and Partner Eco-Systems.

• The position is based in Madrid, Spain, and operates on a hybrid work model.

Marketing Finance & ROI Optimization

• Program ROI Analysis: Evaluate the efficiency of global marketing spend across Performance Marketing, Brand, Corporate Events, and Account-Based Marketing (ABM).

• Pipeline Modeling: Partner with Marketing Operations to build predictive models linking marketing spend to L2R (Lead to Revenue), Pipeline Generation, and Customer Acquisition Cost (CAC) Payback.

• MDF Management: Oversee the allocation, compliance, and ROI of Market Development Funds (MDF) utilized in joint marketing ventures with partners.

Partner Eco-System & Channel Strategy

• Partner Economics: Design and model commercial frameworks for GSI, Reseller, and Referral programs (e.g., margins, discounts, referral fees, and co-sell incentives).

• Cloud Marketplace Strategy: Analyze the financial impact, margin drag, and listing fee economics of scaling enterprise deals through Cloud Marketplaces (AWS, Azure, GCP).

• Influence vs. Sourced Tracking: Partner with the Alliances team to establish clear attribution models, tracking "Partner-Sourced" vs. "Partner-Influenced" ARR and its impact on customer Lifetime Value (LTV).

Planning, Forecasting & Governance

• Budget & Forecasting: Own the annual budgeting and rolling forecasts for all global Marketing and Partner headcount, discretionary program spend, and agency fees.

• Capacity Planning: Partner with Partner Sales leadership to build capacity and productivity models for Partner Development Managers (PDMs) and Channel Account Managers.

• Quarterly Reviews: Lead Quarterly Reviews with GTM executives, providing data-backed recommendations on where to accelerate or decelerate investment.

• Experience: 8 years of experience in FP&A, strategic finance, or corporate finance, with at least 5 years specifically supporting Marketing or Channel/Partner organizations at a B2B SaaS company. ● Education: Bachelor's degree in Finance, Accounting, Economics, or a quantitative field.

• SaaS & GTM Acumen: Deep understanding of B2B SaaS metrics (LTV:CAC, CAC Payback, Magic Number) and complex multi-touch attribution/indirect sales funnels.

CORE Team Development Plan | Strictly Confidential | Celonis GTM Finance Page 1

• Analytical Software: Advanced Excel/financial modeling skills. Experience with business intelligence and CRM tools (e.g., Salesforce) and FP&A software (e.g., Pigment, Workday).

Soft Skills & Competencies

"The Growth Catalyser" The ideal candidate is not a "gatekeeper" but a growth catalyst. You must possess the commercial acumen to sit with creative marketing leaders and highly transactional partner managers, using data to guide them toward the highest-yielding investments.

• Commercial Acumen: Ability to understand complex contractual partner agreements and distill them into financial models.

• Data Storytelling: Exceptional ability to synthesize vast amounts of top-of-funnel and channel data into clear, executive-level narratives.

• Constructive Challenge: Comfortable challenging assumptions around lead quality, pipeline conversions, and partner productivity with objective data.

What Success Looks Like in Year 1

• First 90 Days: Build strong relationships with the Marketing and Partner leadership teams, audit the current marketing attribution/ROI models, and take over the monthly forecast process.

• First 6 Months: Deliver a comprehensive ROI framework by marketing channel/region and establish a standardized financial dashboard for Cloud Marketplace margin analysis.

• First Year: Co-author the GTM strategy for the upcoming fiscal year, optimizing the mix between direct marketing spend and partner incentives to lower the company's overall CAC.

• Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations.

• Ownership from Day 1: Every full-time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit-based refresh grants.

• Unrivaled Family Support: Benefit from our inclusive parental leave policy - 24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers, available from your first day of employment.

• Work-Life Integration: Enjoy Unlimited PTO (in applicable regions) and generous PTO globally, as well as a flexible hybrid work model that balances remote focus with vibrant office collaboration.

• Continuous Growth: Elevate your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform.

• Holistic Well-being: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that prioritize work/life balance.

• Drive Sustainability: Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually.

• Global Inclusion & Belonging: Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued.

• Value-Driven Impact: Join a mission-led organization where our core values - Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future - drive every decision.