The posting
About this role:
Our mission is to improve seller productivity through innovative technology solutions that help Gartner associates identify opportunities, engage prospects and clients, execute more effectively, and deliver greater value throughout the customer lifecycle.
We are seeking a Director to lead Gartner's strategy for Third-Party GTM Sales Technologies and AI-enabled seller productivity capabilities. This leader will own the long-term vision, vendor ecosystem, and business value realization for Gartner's third-party GTM sales technology portfolio. This role is responsible for ensuring Gartner maximizes the business value, adoption, and return on investment from its GTM sales technology portfolio.
The role partners extensively with Sales Leadership, Sales Operations, Marketing, Technology, Customer 360, Procurement, Finance and AI strategy teams to shape the future of seller productivity, deal intelligence and sales enablement for 7,000 global sales associates. As Gartner continues to invest in AI and connected seller experiences, this position will play a key role in defining how internal and third-party technologies work together to help sellers understand their prospects and clients, prioritize actions, and execute best practices more effectively.
What You Will Do:
Strategy & Vision
- Define the future-state vision for leveraging third-party GTM sales technology to drive seller productivity, account intelligence, opportunity intelligence, prospect intelligence, and coaching experiences.
- Guide the integration of Gartner's GTM technology ecosystem, including Salesforce, Gong, LinkedIn Sales Navigator, ZoomInfo, Salesloft, and other third-party GTM technologies, to deliver a connected, intelligence-driven seller experience.
- Own the multi-year roadmap for Gartner's third-party GTM sales technology ecosystem and related AI-enabled capabilities.
- Drive strategic recommendations and investment decisions based on business priorities, market trends, and emerging technologies.
Portfolio & Vendor Leadership
- Serve as product owner for Gartner's third-party GTM sales technology vendor portfolio.
- Lead vendor management, evaluations, renewals, governance, roadmap alignment, and executive business reviews.
- Manage vendor relationships across platforms such as LinkedIn Sales Navigator, Salesloft, Gong, ZoomInfo and other GTM technologies.
- Partner with Procurement, Finance, Security, Legal and Technology teams to optimize vendor value, manage risk and ensure Gartner achieves business value.
- Partner with Finance to manage vendor spend, business cases, ROI tracking, and budgeting.
- Establish success measures and regularly evaluate adoption, utilization, business outcomes, and ROI to ensure Gartner realizes maximum value from technology investments.
- Lead commercial strategy, contract renewals, and negotiations in partnership with Procurement and Legal to optimize cost, flexibility, and long-term value.
Business Value & Adoption
- Establish measurable success criteria for technology investments and monitor adoption, utilization, productivity, and business outcome metrics.
- Partner with Sales Operations, Change Management, and business stakeholders to maximize adoption and value realization.
- Identify opportunities to improve seller workflows, automate manual processes, and reduce friction through technology.
- Leverage usage analytics and business insights to continuously refine product strategy and vendor investments.
- Guide the integration of Gartner GTM technologies such as Salesforce, Gong, LinkedIn Sales Navigator, ZoomInfo, Salesloft, and future AI capabilities into a connected seller experience.
Executive Stakeholder Management
- Serve as the primary liaison between Sales Leadership, Sales Operations, Marketing, Technology, and vendor partners.
- Develop executive-level presentations, strategic recommendations, and business cases.
- Influence senior leaders and drive alignment on technology priorities and investments.
Organizational Leadership
- Lead, develop, and influence product managers, analysts, and cross-functional partners supporting the GTM sales technology portfolio.
- Create a culture focused on innovation, accountability, business impact, and continuous improvement.
- Build scalable operating models to support future growth and technology adoption.
What You Will Need:
- 8-12 years of experience across Product Management, Sales Technology, Sales Operations, Consulting, Strategy, or related disciplines.
- Demonstrated success leading large-scale technology portfolios and vendor ecosystems.
- Demonstrated ability to influence and drive alignment across multiple business units and Executive Leadership without direct authority.
- Strong understanding of Salesforce and modern GTM technology platforms.
- Experience developing product strategy, business cases, and executive recommendations.
- Strong financial acumen including vendor budgeting, forecasting, ROI analysis, and investment planning.
- Exceptional executive communication and influencing skills.
- Proven ability to lead through ambiguity and drive alignment across matrixed organizations.
- Bachelor's degree required; MBA preferred.
This is a unique opportunity to influence Gartner's future seller experience and play a key role in how AI, customer intelligence, and modern GTM technologies come together to help sales and service associates operate more effectively at scale.
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!
#LI-KR4
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 20,000 associates globally who support over 13,000 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.
Gartner is the world authority on AI
At Gartner, you’ll join a company at the very center of the AI revolution. Gartner has proactive, objective guidance throughout clients’ AI journeys. We set the standard for how organizations leverage artificial intelligence to drive meaningful impact. You’ll have access to unmatched resources, expertise, and technology, and play a key role in helping Gartner and our clients innovate and grow as we leverage AI to transform business and technology landscapes.
It’s an exciting time to be at Gartner, with limitless opportunities to make a real impact, grow your skills, and build a lasting, meaningful career in a field that’s reshaping the way we operate. If you’re passionate about AI and want to be part of a team that’s guiding the leaders who shape the world, Gartner is the place for you.
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 120,000 USD - 167,000 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:114663
By 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.
