Sr Director, Sales Operations

gartner; Stamford (CT); On-site; USD 180,000 - 240,000; Full time

Job summary

Gartner in Stamford, CT seeks a Senior Director to lead value strategy and optimization for technology investments across Sales and Services, including CRM and AI. You will create frameworks, dashboards, and narratives for senior leaders to drive informed investment decisions.

The role requires extensive experience in analytics, cross-functional leadership, and strategic value engineering, with a focus on ROI, adoption, and business impact across the technology portfolio.

Qualifications

• 12+ years of progressive experience in technology, analytics, operations, digital transformation, strategy, consulting, product management, or related fields.
• Experience evaluating technology investments and maximizing value realization.
• Experience leading complex, cross-functional initiatives or major programs.
• Strong analytical skills, with the ability to connect costs, adoption, operational metrics, and business outcomes and translate findings into actionable recommendations.
• Experience developing value frameworks, measurement methodologies, metrics, dashboards, reporting frameworks, and business performance analyses.
• Experience with CRM platforms, Salesforce, AI tools, or other enterprise technology solutions.
• Strong executive communication and stakeholder management skills.

Responsibilities

• Value Capture & Impact Measurement: Define and execute approach to measuring and maximizing value of CRM, AI, and other technology investments.
• Investment Optimization: Identify opportunities to optimize, consolidate, renegotiate, or divest technology investments.
• AI and Technology Adoption: Assess impact of AI and emerging tech on productivity and user experience.
• Business Insights & Stakeholder Alignment: Develop dashboards, reports, and executive narratives for senior leaders.
• Program Execution & Continuous Improvement: Own day-to-day execution and evolve value-capture program; establish governance.

Skills

Analytical skills

Executive communication

Stakeholder management

Cross-functional leadership

Strategy development

Cross-functional initiatives

Tools

Salesforce

AI tools

Job description

About Gartner's GSST Organization

The Global Sales & Services Technology (GSST) organization empowers Sales and Services teams through innovative technology and analytics solutions, driving collaboration, productivity to drive up NCVI. GSST operates as an integrated, agile team, standardizing technology solutions, leveraging AI, and fostering a culture of trust and transparency.

About the Role

The Senior Director, Value Strategy & Optimization will lead Gartner's strategy for understanding, measuring, and optimizing the value generated by CRM, AI, and other technology investments across Sales and Services. This highly cross-functional role will partner closely with GSST leadership and stakeholders across Product Management, Analytics, Finance, IT, Sales, and Services. The Senior Director will create a comprehensive view of Gartner's technology portfolio-including tools, costs, owners, users, capabilities, and intended outcomes-and establish a consistent framework for evaluating total cost of ownership, adoption, productivity, business impact, and return on investment. This high-impact role will own the execution of Gartner's value-capture program while partnering with GSST leadership to shape its strategy and priorities. They will translate complex data and analysis into clear, compelling insights for senior leaders, enabling more informed decisions about where to invest, optimize, consolidate, or divest. Success in this role requires a combination of strategic thinking, value engineering, analytical rigor, program leadership, and exceptional communication.

What you'll Do:

Value Capture & Impact Measurement

• Partner with GSST leadership to define and execute Gartner's approach to measuring and maximizing the value of CRM, AI, and other technology investments.
• Create and maintain a comprehensive inventory of technology tools across Sales, Services, and other field teams, including costs, owners, users, capabilities, adoption, and target outcomes
• Develop consistent frameworks to evaluate total cost of ownership, ROI, benefits realization, and business impact across the technology portfolio.
• Assess the impact of technology investments on productivity, workflow simplification, user experience, client engagement, retention, revenue growth, and NCVI.

Investment Optimization

• Identify opportunities to optimize, consolidate, renegotiate, or divest technology investments.
• Provide insights and recommendations to inform portfolio planning, investment prioritization, and resource allocation.
• Partner with Finance, Analytics, Product Management, and other key stakeholders to validate assumptions and strengthen investment decisions.

AI and Technology Adoption

• Partner with teams across GSST to assess the impact of AI and emerging technology solutions on productivity, workflow simplification, and user experience.
• Support initiatives that measure and communicate the value generated through technology-enabled transformation efforts.
• Collaborate with stakeholders to improve adoption and business impact.

Business Insights & Stakeholder Alignment

• Develop dashboards, scorecards, reports, and executive views that provide clear visibility into value realization and investment performance.
• Translate complex financial, operational, analytical, and technology information into clear insights, recommendations, and executive-ready narratives for senior leaders.
• Facilitate alignment across Sales, Services, Product Management, Platform Operations, Analytics, Finance, IT, and Change Management stakeholders

Program Execution & Continuous Improvement

• Own the day-to-day execution and ongoing evolution of Gartner's value-capture program.
• Lead cross-functional initiatives to establish cost and value baselines, assess ROI, improve adoption, and implement optimization opportunities.
• Develop repeatable methodologies, best practices, templates, and processes for value measurement, benefits realization, and investment decision-making.
• Establish governance and operating rhythms that embed value capture into technology planning, investment decisions, adoption, and portfolio management.

What You'll Need:

• 12+ years of progressive experience in technology, analytics, operations, digital transformation, strategy, consulting, product management, value engineering, or related fields.
• Demonstrated experience evaluating technology investments and maximizing value realization.
• Experience leading complex, cross-functional initiatives or major programs.
• Strong analytical skills, with the ability to connect costs, adoption, operational metrics, and business outcomes and translate findings into actionable recommendations.
• Experience developing value frameworks, measurement methodologies, metrics, dashboards, reporting frameworks, and business performance analyses.
• Experience with CRM platforms, Salesforce, AI tools, or other enterprise technology solutions.
• Strong executive communication and stakeholder management skills.
• Ability to build