About this role: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!
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Job Requisition ID:114663
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