Enterprise Exhibitor Sales Executive, Destination Conferences

Gartner; Stamford (CT); On-site; USD 86,000 - 122,000; Full time

Benefits offered by this job

Uncapped commissions

Competitive benefits package

401(k) matching

Job summary

Gartner is seeking an Account Executive to drive growth by building face-to-face relationships with senior executives at premier IT vendor organizations and sell conference exhibitor opportunities across a portfolio of events. You will travel frequently and enjoy uncapped commissions and rewards within Gartner's world-class sales organization.

Expect to manage a multi-conference portfolio, develop integrated solutions, and contribute to double-digit growth with strong internal support and

Qualifications

• 4+ years of proven, consultative B2B sales experience; 6 years preferred in high-tech services, software or hardware.
• Ability to understand enterprise-wide issues and structure integrated solutions for global organizations.
• Knowledge of challenges faced by C-level heads of Sales and Marketing.
• Good understanding of business buying centers.
• Solid industry-specific and account knowledge.
• Willingness to travel to conferences and client meetings.

Responsibilities

• Achieve quota on a portfolio of conferences and clients to grow net revenue.
• Plan accounts and manage territory effectively.
• Prospect and collaborate with lead generation teams.
• Maintain pipeline at least three times the value of the forecast.
• Coordinate across Gartner lines of business.
• Renewal activities and develop high-level client relationships.
• Develop integrated solutions based on contract offerings.
• Deliver high-quality Gartner-form presentations.
• Travel to five or more conferences per year plus client meetings.

Skills

Consultative sales

B2B sales

Account planning

Territory management

Forecasting

Enterprise solutions

C-level awareness

Tools

Salesforce

Job description

About Global Exhibitor Sales

Gartner Global Exhibitor Sales (GES) is the premier sales organization that connects business and technology providers with their next customers.

Role Overview

We are seeking a highly motivated, achievement‑driven Account Executive to contribute to our double‑digit growth backed by the solid infrastructure of a world‑class sales organization. The role involves building face‑to‑face relationships with senior executives within the world’s most prominent IT vendor organizations to drive conference exhibitor sales. A successful Account Executive enjoys travel, uncapped income potential, and generous performance‑based rewards.

Responsibilities

• Quota achievement in retaining and growing Total Sales Bookings (TSB) to ensure net revenue growth for a given portfolio of conferences and/or clients.
• Proficient in account planning and understanding of territory management.
• Strong prospecting skills and ability to work collaboratively with lead generation.
• Maintain or exceed pipeline goal of three times the value of the sales forecast.
• Inter‑departmental resource utilization and coordination across Gartner lines of business.
• Renewal activities focused on client needs and development of high‑level client relationships.
• Development of integrated solutions based on contract offerings.
• Solid business acumen and industry expertise.
• Timely and accurate revenue forecasting with an accuracy of ±5% for 30/60/90‑day periods.
• Compliance in utilizing internal sales‑enablement tools such as Salesforce.com and following booking processes and use of contracts.
• Deliver high‑quality presentations in the Gartner format.
• Travel required to five or more conferences per year plus client meetings and competitive conferences.

Qualifications

• Minimum four years of proven, consultative, business‑to‑business sales experience, ideally in the high‑tech industry (services, software or hardware). Six years of experience preferred.
• Proven ability to understand enterprise‑wide issues and structure innovative, integrated solutions that provide marketing decision support to global organizations.
• Knowledge of the challenges faced by C‑level heads of Sales and Marketing.
• Good understanding of business buying centers.
• Solid industry‑specific and account knowledge.
• Ability to travel to conferences, client meetings and competitive conferences.

What You Will Get

• Competitive base salary with uncapped commission; generous paid time off, charity match program, medical, dental and vision plans, parental leave, employee assistance program and 401(k) matching.
• Live immersive sales training, just‑in‑time learning and mentorship opportunities.
• Opportunities to attend Gartner’s Winners Circle and other incentive trips upon meeting targets.
• Opportunity to leverage experience and accelerate your Gartner career—where you want to go is up to you.
• Unmatched support and collaboration from internal partners to renew, grow and support accounts.
• Access to voluntary, associate‑driven Employee Resource Groups that foster diversity, inclusion and a supportive workplace.

Compensation

Estimated base salary range: $86,000 – $122,000 USD.

Benefits

Generous PTO, 401(k) match up to $7,200 per year, company stock purchase at a discount, and additional benefits as listed above.

Equal Employment Opportunity

Gartner is committed to providing 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. We seek to advance the principles of equal employment opportunity.

Accommodations for Applicants with Disabilities

Gartner is dedicated to providing reasonable accommodations for job seekers with disabilities. If you qualify, please request accommodations by calling Human Resources at [phone] or emailing [e-mail].