Natalia Sosnina, CFA
Natalia Sosnina, CFA, is a results-driven real estate investment professional specializing in distressed debt acquisitions, commercial mortgage-backed securities (CMBS), and investor relations. As the Head of Acquisition and Investor Relations at Terra Strategies, she has successfully sourced, underwritten, and closed over $40 billion in complex real estate and debt transactions. Natalia’s strategic approach combines rigorous financial analysis, market intelligence, and relationship management to deliver high-value outcomes for institutional investors, lenders, and financial partners.
Prior to her current role, Natalia held senior positions at Crosby Capital USA, Fitch Ratings, and Moody’s, where she managed acquisitions, conducted credit analysis, and underwrote billions in commercial real estate loans. Her experience spans a wide range of asset classes and markets, giving her a deep understanding of the financial and operational dynamics that drive successful real estate investment strategies. She is highly skilled in advanced financial modeling, structured finance, and risk assessment, and is recognized for her ability to develop innovative acquisition pipelines and investor solutions.
Natalia holds a Master of Science in Real Estate Investment and Finance from New York University, a Post Baccalaureate Certificate in Business Administration from Columbia University, and a Bachelor of Science in Industrial Engineering from Moscow State University of Technology. She is a Chartered Financial Analyst (CFA) and holds multiple financial and real estate licenses, including Series 7, Series 66, and ARGUS certification. Natalia combines her technical expertise with a collaborative leadership style, consistently mentoring teams and building strategic partnerships that drive growth and excellence in the real estate investment industry.
• Chartered Financial Analyst (CFA)
• ARGUS Software Solutions Certified
• FINRA Series 7 License
• FINRA Series 66 License
• Licensed Real Estate Professional, MRG
• Columbia University – Post Baccalaureate Certificate, Business Administration, Management and Operations
• New York University – M.S., Real Estate Investment and Finance, Commercial Real Estate
• Moscow State University of Technology – B.S., Industrial Engineering
• Executive Vice President, NYU Real Estate Leadership Committee
• Two NYU Scholarship Awards
• Dean’s List, Moscow State University of Technology
• ICST
What do you attribute your success to?
I attribute my success to over a decade of experience in real estate finance, with a focus on distressed debt and CMBS. My work involves sourcing and underwriting complex deals, managing relationships with lenders, and analyzing property values. Throughout my career, I’ve had the privilege of contributing to high-profile transactions, navigating challenging markets, and bringing intricate deals to fruition. My educational background—a Master’s in Real Estate Investment and Finance from NYU and a Bachelor’s in Engineering from Moscow State University—has shaped my analytical rigor and strategic approach, enabling me to tackle complexity with confidence.
What advice would you give to young women entering your industry?
For those entering real estate finance, my advice is to learn from established professionals and immerse yourself fully in every deal. Develop a disciplined approach to acquisitions and adhere to strict criteria—never let market excitement or hype cloud your judgment. Be patient with timing and persistent in identifying opportunities that truly make financial sense. The distressed market can be unpredictable, and success comes from careful analysis, strong relationships, and the willingness to navigate complexity. Most importantly, never stop learning, as each transaction offers valuable lessons about strategy, the market, and yourself.
What are the biggest challenges or opportunities in your field right now?
Working in distressed debt is highly rewarding but comes with unique challenges. Timing the market remains one of the most difficult aspects—you must be patient and disciplined, and even then, not every deal will pencil out. Identifying opportunities that make financial sense requires careful analysis, strong relationships with lenders, and a willingness to tackle situations that others might avoid. For newcomers, the learning curve can be steep, which is why mentorship and adherence to strict acquisition criteria are essential. The field offers tremendous opportunities for those who combine experience, analytical skill, and strategic persistence.
What values are most important to you in your work and personal life?
Integrity is central to everything I do. In every deal, I prioritize transparency and honesty, ensuring I do right by clients, partners, and colleagues. Outside of work, I seek balance through activities that inspire curiosity and exploration, such as ballroom dancing and traveling—the most memorable of which was a recent journey to Antarctica. These experiences reinforce the importance of curiosity, adaptability, and continuous growth, both professionally and personally.
Locations
Terra Strategies
Miami Beach, FL 33139