Sr. Dir, Sales Process & Programs
About the role:
The mission of Global Sales and Services Strategy & Operations (GSSO) is to improve seller productivity through high impact strategic work – transformative process design, territory planning, technology, learning and enablement, analytics and more. The team strives to simplify and improve the seller experience, remove obstacles and provide data to make the right decisions. Gartner makes data-driven decisions to sustain double-digit growth and sales productivity is at the core of that success.
Reporting to the VP Sales Process and Programs, the Senior Director will play a critical role in shaping the best practices Sellers at Gartner use to maximize productivity. They will use strong analytical, problem solving, and leadership skills to diagnose barriers and build solutions within GSSO and across the broader organization. This role will be responsible for defining, analyzing, and understanding the key drivers of Sales Productivity across the Pathway to Gold, while collaborating with leaders across the business to develop the right strategies to improve performance. This is a high visibility, high exposure, and high impact role - collaborating across GSSO, Sales, Product, GS&D, BTI and Conferences to develop your skillset and knowledge to bring high quality impact to Gartner. Current and past Programs led by this team include Corporate level Priorities and GSSO Top Priorities.
What you will do:
Support the development and implementation of sales strategy to meet business needs and maximize seller productivity:
Use analytical problem solving to determine where to dive deeper into the details, using quantitative and qualitative data to isolate the root causes of performance barriers.
Diagnose the barriers that limit effective execution of high‑impact seller activities by synthesizing VoC, frontline feedback, and performance metrics.
Partner with analytics to identify which steps in the sales process most affect productivity and build recommendations grounded in core business economics.
Design and own programs that applies structured problem solving, prioritization, and data‑based decision frameworks to keep initiatives focused on the highest‑impact issues across multiple workstreams – move initiatives forward, manage and coordinate with all stakeholders and contributors. build and coordinate decks, etc.
Collaborate closely with Sales leaders and business partners to understand Sales’ needs to inform strategies and programs.
Champion a data‑driven approach across Sales, GSSO, and partner teams—influencing senior leaders to align on the true, evidence‑based challenges and adopt solutions that address root causes, not symptoms.
Serve as an advocate for sellers and clients by identifying friction points validated through clear data signals and mobilizing cross‑functional partners to resolve them.
Identify ‘bright spot executors’ on the areas of high impact and understand what they do.
Surface sales process innovation being driven in particular regions. Test the innovation’s ability to scale and where appropriate work to build these innovations into the sales process.
Build solutions that address the barriers and enable all of sales to execute the ‘bright spot’ approach.
Work with key partners (Sales, SLD, Services, GSST, GSSO Analytics, BTI, and Product) to embed these best practices into standard workflow.
What you will need:
5-7 years business experience – Sales, Services, GSSO, or Consulting
Problem Solving & Analytical Skills
Exceptional analytical problem‑solving skills, with the ability to leverage multiple data sources (VoC, seller and service feedback, engagement/NCVI/retention metrics) to identify root‑cause issues and inform strategic decisions.
Ability to translate complex data into crisp insights and influence senior leaders to act on data‑backed findings.
Ability to “see past the numbers,” adapt to change, and effectively explain concepts to audiences with varying levels of experience/understanding.
Stakeholder Management & Influence
Good level of influence at senior leadership level, including strong negotiation and communication skills.
Ability to translate insights into compelling narratives that drive action among senior stakeholders.
Collaboration & Cross‑Functional Partnership
Strong collaborator who brings others together to resolve problems and clarify or interpret complex information.
Project & Execution Skills
Demonstrated abilities in project execution.
Technical & Tools Proficiency
Highly competent user of Excel, Think Cell, and PowerPoint.
What you will get:
Competitive salary, generous paid time off policy, charity match program, Medical, Dental & Vision Plans, Parental Leave, Employee Assistance Program (EAP), 401K matching and more!
Collaborative, team-oriented culture that embraces diversity
Professional development and unlimited growth opportunities
#LI-KP2
#GSSO
Who are we?
At Gartner, Inc. (NYSE:IT), we guide the leaders who shape the world.
Our mission relies on expert analysis and bold ideas to deliver actionable, objective business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.
Since our founding in 1979, we’ve grown to 21,000 associates globally who support ~14,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That’s why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.
What makes Gartner a great place to work?
Our vast, virtually untapped market potential offers limitless opportunities – opportunities that may not even exist right now – for you to grow professionally and flourish personally. How far you go is driven by your passion and performance.
We hire remarkable people who collaborate and win as a team. Together, our singular, unifying goal is to deliver results for our clients.
Our teams are inclusive and composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations.
We invest in great leaders who bring out the best in you and the company, enabling us to multiply our impact and results. This is why, year after year, we are recognized worldwide as a great place to work.
What do we offer?
Gartner offers world-class benefits, highly competitive compensation and disproportionate rewards for top performers.
In our hybrid work environment, we provide the flexibility and support for you to thrive — working virtually when it's productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring.
Ready to grow your career with Gartner? Join us.
Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 136,000 USD - 189,000 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan. Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates. We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.
The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to seek to advance the principles of equal employment opportunity.
Gartner is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability. You may request reasonable accommodations by calling Human Resources at +1 (203) 964-0096 or by sending an email to [email protected].
Job Requisition ID:109342By submitting your information and application, you confirm that you have read and agree to the country or regional recruitment notice linked below applicable to your place of residence.
Gartner Applicant Privacy Link: https://jobs.gartner.com/applicant-privacy-policy
For efficient navigation through the application, please only use the back button within the application, not the back arrow within your browser.
