Business Development Executive, LE - Gartner for HR Leaders

Gartner, Inc.; Greater London; On-site; GBP 120,000 - 180,000; Full time

Benefits offered by this job

Competitive salary

Generous paid time off policy

Charity match program

Private Medical and Dental Insurance

Parental Leave

Employee Assistance Program (EAP)

More!

Job summary

Gartner, Inc. is seeking a growth-focused Large Enterprise Sales Executive to drive net-new business in the UK & Ireland.

You will own the full sales cycle from prospecting to close, engaging with C-level stakeholders and leveraging internal SMEs to address client priorities. You will manage a territory of ~200 Large Enterprise prospects, aiming to convert viable prospects into Gartner clients and drive revenue growth.

Qualifications

• 5-10 years’ B2B sales experience, preferably within Technology, SaaS, services or a consultative environment.
• Proven track record meeting and exceeding sales targets in a business development / new business environment.
• Experience selling to and/or influencing C-level executives.
• Proven ability to precisely manage and forecast a complex sale process.
• Willingness to conduct EMEA-wide travel.

Responsibilities

• Focus on net new business, full cycle sales from prospect to close.
• Territory of circa 200 Large Enterprise prospects, may include new or existing Gartner clients.
• Partner with existing Gartner clients, leveraging internal SMEs to address priorities.
• Identify opportunities for account retention and growth through contract expansion.
• Own forecasting and account planning on a monthly/quarterly/annual basis.
• Quota responsibility delivering circa £500k per annum of new logo revenue.
• Manage complex high-revenue sales across matrix and diverse environments.

Skills

B2B sales experience

C-level engagement

Forecasting complex sales

Territory management

Travel (EMEA)

Job description

Gartner for HR Leaders, Large Enterprise Sales Executive Gartner for Human Resources Leaders is hiring for a growth focused Sales Executive to join their high-performing team! Chief HR officers (CHROs) must understand how the trends impacting the workforce and broader organization will shape their priorities in 2024 and beyond. In this climate, it is critical CHROs take action to increase the positive impact that they — and their teams — have on the organization. Looking ahead to 2024, CHROs are prioritizing three HR areas: leader and manager development, change management, and organizational culture. Gartner predicts that in 2024 key trends for HR will include an “unsettled” employee-employer relationship, persistent skills shortages, transformative technology innovations and pressure for operational efficiency. Gartner’s sustained double-digit growth has been propelled by our world-class Business Development function. Our Sales Executives are responsible for the engagement with C Level stakeholders within Large Enterprise organizations. These roles are individual contributor with a personal target, based on new revenue. The Sales Executive is supported by a Sales Manager, Sales VP and our Subject Matter Experts. Dependent on practice, there may also be Sales Development support.

What you’ll do as a Sales Executive

• The role of a Sales Executive Gartner is to focus on net new business, this is a full cycle sales role with ownership from prospect to close.
• Gartner currently has over $5.5bn in revenue in 2023, with a total addressable market of circa $20bn.
• Our Sales Executives are at the forefront of capturing our total addressable market.
• Sales Executives will be given a territory of circa 200 Large Enterprise prospects, these may be completely new prospects with no existing spend, or, could be clients within other Gartner areas.
• As an experienced sales professional, you’ll partner with existing Gartner clients, leveraging internal subject matter experts, to address their most critical priorities.
• By becoming a true partner to your clients, you’ll identify opportunities for account retention and growth through contract expansion, introducing new services and products.
• Clients of the large enterprise sales team have $1B+ in annual revenue and include 77% of the Global 500.
• Identify and drive new business opportunities with new-to-Gartner organizations across UK and Ireland, targeting Large Enterprise C-level stakeholders.
• Convert viable prospects into active Gartner clients (members), owning the full sales conversation and negotiation, through to the transition of new clients to the account management team.
• Continually build an encouraging pipeline of relevant opportunities to deliver against your sales metrics ensuring KPI’s are met.
• Quota responsibility delivering circa £500k per annum of new logo revenue across your assigned territory.
• Manage complex high-revenue sales across matrix and diverse business environments.
• Own forecasting and account planning on a monthly/quarterly/annual basis.

What you’ll need

• 5-10 years’ B2B sales experience, preferably within either Technology, SaaS, services or a consultative environment.
• Proven track record meeting and exceeding sales targets in a business development / new business environment.
• Experience selling to and/or influencing C-level executives.
• Proven ability to precisely manage and forecast a complex sale process.
• Willingness to conduct EMEA-wide travel.

Progression within Sales Executive Roles

• All our individual contributors have a monthly review and plan session with their manager, the aim of this is to discuss your individual progression goals and set achievable benchmarks to get you there.
• Typical internal promotions include: Business Development Director, Team Lead, Sales Manager.
• Most of our Sales Managers and Team Leads are hired internally as part of our progression path.

What you will get

• Competitive salary
• Generous paid time off policy
• Charity match program
• Private Medical and Dental Insurance
• Parental Leave
• Employee Assistance Program (EAP)
• More!

Collaborative, team-oriented culture that embraces diversity.

Professional development and unlimited growth opportunities.

Our awards and accolades

• Fortune World’s Most Admired Companies 2016, 2017, 2018, 2019, 2020, 2021, 2022 & 2023.
• Forbes America’s Best Employers 2018, 2019 & 2022.
• Forbes America’s Best Employers for Diversity, 2020, 2021 & 2022.
• Forbes America’s Best Employers for Women 2022.
• Human Rights Campaign Corporate Equality Index Best Places to Work for LBGTQ Equality 2018, 2019, 2020, 2021 & 2022.
• Disability Equality Index Award for Best Places to Work for Disability Inclusion 2021 & 2022.
• Newsweek America’s Most Responsible Companies 2022 & 2023.

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.

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 [phone] or by sending an email to [e-mail].

At Gartner, we guide the leaders who shape the world. Over 13,000 client enterprises worldwide rely on Gartner for actionable, objective business and technology insights. Our teams of thinkers and doers know that staying curious is the best way to shape the future, for ourselves and our clients. Our sustained success creates limitless opportunities for you to grow professionally and flourish personally. We have a vast, virtually untapped market potential ahead of us, providing you with an exciting trajectory long into the future. How far you go is driven by your passion and performance.

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.