Sr Director, Sales Operations

About Gartner’s GSST Organization

The Global Sales & Services Technology (GSST) organization empowers Sales and Services teams through innovative technology and analytics solutions, driving collaboration, productivity to drive up NCVI. GSST operates as an integrated, agile team, standardizing technology solutions, leveraging AI, and fostering a culture of trust and transparency.

About the Role

The Senior Director, Value Strategy & Optimization will lead Gartner’s strategy for understanding, measuring, and optimizing the value generated by CRM, AI, and other technology investments across Sales and Services. This highly cross-functional role will partner closely with GSST leadership and stakeholders across Product Management, Analytics, Finance, IT, Sales, and Services. The Senior Director will create a comprehensive view of Gartner’s technology portfolio—including tools, costs, owners, users, capabilities, and intended outcomes—and establish a consistent framework for evaluating total cost of ownership, adoption, productivity, business impact, and return on investment. This high-impact role will own the execution of Gartner’s value-capture program while partnering with GSST leadership to shape its strategy and priorities. They will translate complex data and analysis into clear, compelling insights for senior leaders, enabling more informed decisions about where to invest, optimize, consolidate, or divest. Success in this role requires a combination of strategic thinking, value engineering, analytical rigor, program leadership, and exceptional communication.

What you'll Do:

Value Capture & Impact Measurement

• Partner with GSST leadership to define and execute Gartner’s approach to measuring and maximizing the value of CRM, AI, and other technology investments.

• Create and maintain a comprehensive inventory of technology tools across Sales, Services, and other field teams, including costs, owners, users, capabilities, adoption, and target outcomes

• Develop consistent frameworks to evaluate total cost of ownership, ROI, benefits realization, and business impact across the technology portfolio.

• Assess the impact of technology investments on productivity, workflow simplification, user experience, client engagement, retention, revenue growth, and NCVI.

Investment Optimization

• Identify opportunities to optimize, consolidate, renegotiate, or divest technology investments.

• Provide insights and recommendations to inform portfolio planning, investment prioritization, and resource allocation.

• Partner with Finance, Analytics, Product Management, and other key stakeholders to validate assumptions and strengthen investment decisions.

AI and Technology Adoption

• Partner with teams across GSST to assess the impact of AI and emerging technology solutions on productivity, workflow simplification, and user experience.

• Support initiatives that measure and communicate the value generated through technology-enabled transformation efforts.

• Collaborate with stakeholders to improve adoption and business impact.

Business Insights & Stakeholder Alignment

• Develop dashboards, scorecards, reports, and executive views that provide clear visibility into value realization and investment performance.

• Translate complex financial, operational, analytical, and technology information into clear insights, recommendations, and executive-ready narratives for senior leaders.

• Facilitate alignment across Sales, Services, Product Management, Platform Operations, Analytics, Finance, IT, and Change Management stakeholders

Program Execution & Continuous Improvement

• Own the day-to-day execution and ongoing evolution of Gartner’s value-capture program.

• Lead cross-functional initiatives to establish cost and value baselines, assess ROI, improve adoption, and implement optimization opportunities.

• Develop repeatable methodologies, best practices, templates, and processes for value measurement, benefits realization, and investment decision-making.

• Establish governance and operating rhythms that embed value capture into technology planning, investment decisions, adoption, and portfolio management.

What You'll Need:

• 12+ years of progressive experience in technology, analytics, operations, digital transformation, strategy, consulting, product management, value engineering, or related fields.

• Demonstrated experience evaluating technology investments and maximizing value realization.

• Experience leading complex, cross-functional initiatives or major programs.

• Strong analytical skills, with the ability to connect costs, adoption, operational metrics, and business outcomes and translate findings into actionable recommendations.

• Experience developing value frameworks, measurement methodologies, metrics, dashboards, reporting frameworks, and business performance analyses.

• Experience with CRM platforms, Salesforce, AI tools, or other enterprise technology solutions.

• Strong executive communication and stakeholder management skills.

• Ability to build effective partnerships across business and technology functions.

• Strategic mindset with strong problem-solving capabilities.

• Bachelor’s degree required; advanced degree preferred.

Location Preferences: Stamford, CT; Irving, TX; Fort Myers, FL

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. 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 ApplicantAccommodations@gartner.com .

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 ApplicantAccommodations@gartner.com .

Job Requisition ID:111286

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