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 pr