Account Executive

Gartner; Boston (MA); On-site; USD 120,000 - 180,000; Full time

Job summary

Gartner, based in Boston, seeks an Account Executive to drive value delivery for enterprise clients and expand Gartner's footprint through cross-sell and upsell opportunities. You will manage a territory of Large Enterprise accounts and lead complex, high-revenue sales with rigorous forecasting and strategic account planning.

The role requires 5–8+ years in B2B sales, experience influencing C‑level executives, and a proven ability to meet targets.

Qualifications

• 5+ to 8+ years of B2B sales experience in complex environments
• Experience selling to and/or influencing C-Level Executives
• Proven track record of meeting/exceeding sales targets
• Ability to own, manage, and forecast a complex sales process
• Willingness to travel as needed
• Bachelor’s degree preferred

Responsibilities

• Drive value delivery with Gartner clients and ensure they maximize value from services
• Identify, cultivate, qualify and close growth opportunities through cross-sell/upsell
• Maintain a high-quality pipeline to meet KPIs
• Maintain quota responsibility for your assigned territory
• Manage complex high-revenue sales across matrix environments
• Own forecasting and account planning on a monthly/quarterly/annual basis

Skills

C‑Level selling

Forecasting

Pipeline management

Territory management

Travel willingness

Education

Bachelor's degree

Job description

About this role:

The Account Executive is a field sales role responsible for client retention and growth. Account Executives build trust‑based relationships with C‑Level Executives and their teams. They understand the mission‑critical priorities of their clients and ensure clients receive the value from the Gartner relationship that they expect, while also identifying opportunities for stronger value delivery with alternative product offerings.

Account Executives will be given a territory of Large Enterprise clients. In our End‑User Large Enterprise segment, Account Executives work with clients who have +$1 billion in annual revenue. In our Tech Vendor Large Enterprise segment, Account Executives work with clients who have +$500 million in annual revenue.

What you will do:

• Drive value delivery with current Gartner clients, ensuring clients maximize the value they receive from their Gartner services
• Identify, cultivate, qualify and close client growth opportunities through cross‑sell and upsell
• Continually build a pipeline of high‑quality opportunities to deliver against your sales metrics, ensuring KPI's are met
• Quota responsibility for 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 will need:

• 5‑8+ years’ B2B sales experience, preferably within complex, intangible sales environments
• Experience selling to and/or influencing C‑Level Executives
• Proven track record of meeting and exceeding sales targets
• Proven ability to own, manage, and forecast a complex sales process
• Willingness to conduct travel as needed
• Bachelor’s degree preferred

What you will get:

• Competitive salary, generous paid time off policy, charity match program, and more!
• Uncapped commission structure
• World‑class sales training programs and skill development programs
• Annual "Winners Circle" event attendance at exclusive destinations for top performers
• Collaborative, team‑oriented culture that embraces inclusion
• Professional development and career growth opportunities

Equal Employment Opportunity

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 [e-mail].