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Sr Director, Analyst - Sales Strategy and Go-to-Market


About this role:

Gartner Analysts are industry or functional thought leaders who deliver must-have insights to clients through published research and advisory interactions. As a Senior Director, you will establish yourself as an expert within your designated coverage area and act as the face of Gartner to our clients, vendors and the broader market. You will interact with clients every day to help them unlock better performance in their organizations via virtual meetings, sales support visits, or from the stage at Gartner conferences and events.

For this particular Analyst role, we are seeking current or former senior commercial leaders, practitioners or consultants who have worked extensively in defining, analyzing and reworking the sales strategy or overall go-to-market (GTM) for a B2B commercial organization. This is a newly defined area of coverage within the Gartner Sales Practice to help us extend the depth and breadth of our support and the impact we can have with CSO clients.

What You Will Do :

  • Deliver unique, valuable and transferable guidance to clients across a range of Sales strategy and GTM topics, including:
    • defining and cascading the overall sales/commercial/GTM strategy;
    • selecting and activating the “right” routes to market;
    • leveraging data and metrics to refine the GTM approach;
    • mapping and measuring the buyer journey;
    • building strong cross-functional GTM relationships. 
  • Speak credibly to both the strategic and tactical needs of CSOs and commercial strategy leaders across a variety of sectors and enterprise sizes.
  • Develop and publish in-depth reports, analyses, and content that demonstrate a mastery of sales strategy and GTM best practices. These notes must be topical and timely, grounded in real-world company experiences, and built upon data (where available) to maximize client readership and value.
  • Conduct compelling advisory interactions with clients and prospects via a range of delivery formats (including live and virtual events, conference or video calls, strategy sessions and formal presentations) to address trends, answer common questions and disseminate best practices.
  • Prepare and deliver presentations at Gartner, industry and professional association conferences. Collaborate across research groups to ensure presentations and messages comprehensively represent our thought leadership in the sales strategy and GTM terrain.
  • Support Gartner’s commercial and service teams in retaining and growing client relationships through effective service delivery and prospect interactions as a sales strategy and GTM subject matter expert.

What You Will Need:

  • Minimum 10 years of experience working in sales strategy or similar commercial/revenue/GTM functions, ideally in a leadership capacity. Alternative relevant career experiences could include sales line leadership, sales operations or enablement, B2B marketing, product management, and management consulting.
  • Personal experience leading at least three (preferably 5+) of the following projects for a B2B commercial organization within previous 5 years:
    • Developing or refining the overarching commercial/GTM strategy;
    • Sizing and defining the addressable market (i.e., conducting a TAM/SAM/SOM analysis);
    • Executing customer segmentation strategies (e.g., verticalization, needs-based, ideal customer profiles, etc);
    • Updating customer tiering or resourcing models;
    • Optimizing the coverage model in selected channels, including specialist or overlay roles;
    • Revamping and managing indirect channel partner programs;
    • Launching digital commerce businesses and minimizing conflicts;
    • Mapping the end-to-end buyer journey against touchpoints/channels;
    • Driving new product launch or new market entry initiatives;
    • Analyzing and improving pricing strategies (e.g., deal desks, discounting practices, cross-functional decisions, etc.);
    • Enhancing GTM collaboration with cross-functional colleagues (e.g., marketing, customer service/success, product, finance, etc.).
  • Deep general business and financial acumen and a rich understanding of the evolution of B2B sales function priorities over the past several years.
  • Proficiency in analyzing and synthesizing data through patterns and frameworks
  • Excellent written, verbal and presentation skills. Written work must be concise and persuasive; verbal communication must be confident, succinct and credible.
    • Can immediately demonstrate executive presence and credibility with senior leadership and additional stakeholders in both 1:1 and 1:many formats
    • Experience authoring written content that challenges commonly held beliefs and/or inspires action a plus.
  • Openness to giving/receiving constructive feedback to support high-quality output; Comfort defending your analyses in a nonjudgmental and not defensive way.
  • Able to work equally well independently and via both simultaneous and asynchronous collaboration across multicultural and global teams.
  • Strong organizational skills; ability to work under tight deadlines, produce high quality deliverables and sustain personal momentum.
  • Learning agile and adept with navigating highly matrixed environments

What we offer:

  • 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.

Who are we?

Gartner delivers actionable, objective insight to executives and their teams. Our expert guidance and tools enable faster, smarter decisions and stronger performance on an organization’s most critical priorities. We’ve grown exponentially since our founding in 1979 and we're proud to have nearly 16,000 associates globally that support our 14,000+ clients in more than 100 countries.

What makes Gartner a great place to work?

Our teams are composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations. We believe that a variety of experiences makes us stronger—as individuals, as communities and as an organization. That’s why we're recognized worldwide as a great place to work year after year. We've been recognized by Fortune as one of the World’s Most Admired Companies, named a Best Place to Work for LGBTQ Equality by the Human Rights Campaign Corporate Equality Index and a Best Place to Work for Disability Inclusion by the Disability Equality Index. Looking for a place to turn your big ideas into reality? Join #LifeAtGartner

What we offer:

Our people are our most valuable asset, so we invest in them from Day 1. When you join our team, you’ll have access to a vast array of benefits to help you live your life well. These resources are designed to support your physical, financial and emotional well-being. We encourage continued personal and professional growth through ongoing learning and development opportunities. Our employee resource groups, charity match and volunteer programs keep you connected to your internal Gartner community and causes that matter to you.

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 affirmatively 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 .

Job Requisition ID:61364

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