Sr Manager, Sales Operations

Gartner, Inc.; Arlington (VA); On-site; USD 94,000 - 134,000; Full time

Benefits offered by this job

Competitive compensation

Generous paid time off

401K matching

Medical, Dental & Vision plans

Parental Leave

Charity match program

Job summary

Gartner, Inc. in the United States is seeking a Sr. Manager, Sales Process Operations to shape and optimize Gartner's global sales processes across GSSO.

You will partner with Sales leaders to drive productivity, design process improvements, and align CRM tools and AI-enabled features with business priorities. You will lead workshops, collaborate with cross-functional teams, and manage process enhancements within Agile delivery teams.

Qualifications

• 7+ years of experience across sales, business operations, technology or analytics.
• A process-driven and highly structured professional with the ability to simplify complex problems, communicate effectively and drive execution.
• Detail oriented with the ability to synthesize large amounts of data, conceptualize process design or reengineering needs in the context of Gartner’s best practices.
• Has a deep understanding of Gartner’s sales organization – what salespeople do, how they interact with current processes, technology etc.
• Experience managing or auditing business process in a professional setting, ideally in a consultative environment.
• Strong executive presence, stakeholder management and proven ability to influence.
• Proficient Excel and PowerPoint required; Salesforce experience preferred; Working knowledge of SAFe or Agile framework.

Responsibilities

• Become an expert in Gartner’s end-to-end sales processes, account collaboration and general best practices in the context of business priorities and go-to-market strategies.
• Work closely with all members of Gartner’s Global Sales Strategy & Operations (GSSO) team, sales leaders, and Team NCVI to identify process pain points and areas of opportunity to improve seller productivity and efficiency.
• Conduct workshops, surveys and/or focus groups to gather Sales feedback to determine systems or process enhancements.
• Partner with the Sales/Marketing/Services/Other Technology teams to understand interdependencies and design the ideal sales processes in the appropriate technology platform.
• Collaborating with product owners and UX to ensure business perspective is considered in the development of our technology tools.
• Helping lead and define how AI enablement fits within the sales and account team processes, in partnership with product owners, GSSO teams and Team NCVI.
• Partner with product owners to ensure appropriate relative prioritization of process enhancements in the technology backlog and Agile delivery scrum teams.
• Partner with the Change Management team to build strategy and content for global Sales training and iterate content as needed.
• Participate in or lead workstreams for other GSSO-led projects that impact the selling process and/or Gartner’s CRM tool.

Skills

Sales process

Operations

Analytics

Sales leadership

Stakeholder management

Communication

Project management

Tools

Salesforce

Excel

PowerPoint

Job description

Sr. Manager, Sales Process Operations Global Sales & Services Operations (GSSO)

Sr. Manager, Sales Process Operations Global Sales & Services Operations (GSSO) is the team that helps to shape Gartner's mission‑critical sales priorities and works with sales leaders to drive tactical and analytical insights. As an associate on the GSSO team, you'll be at the forefront of the ongoing transformation of Gartner's sales force, including how the account teams work together, which delivers ~ $5B in annual revenue and working to drive sustained double‑digit growth. You will partner with business leaders across Gartner to support a global sales force comprised of more than 5,000 associates who sell to every major function, industry and market sector around the world.

About this role

The Sr. Manager, Sales Process Operations is part of the Global Sales & Services Technology (GSST) team in GSSO. This team encompasses Digital Product Management, Sales Process, User Experience and Sales Technology. The Sales Process team is at the center of powering Gartner’s Sales machine, refining and improving processes and identifying and scaling best practices to improve seller productivity and experience. Additionally, there will be greater focus on account team processes and tools, with the goal of improving account collaboration, strategy and execution. This role will focus on documenting, refining, and designing sales (and account team) processes geared towards improving productivity and the overall seller experience. You will partner closely with GSSO teams, Sales, and Team NCVI partners to drive consistency in processes that will guide the design and prioritization of features in Gartner’s CRM platform, sales tools, and their related technology roadmaps. There will be specific work around our AI technologies align with Sales processes effectively.

What you’ll lead

• Become an expert in Gartner’s end‑to‑end sales processes, account collaboration and general best practices in the context of business priorities and go‑to‑market strategies.
• Work closely with all members of Gartner’s Global Sales Strategy & Operations (GSSO) team, sales leaders, and Team NCVI to identify process pain points and areas of opportunity to improve seller productivity and efficiency.
• Conduct workshops, surveys and/or focus groups to gather Sales feedback to determine systems or process enhancements.
• Partner with the Sales/Marketing/Services/Other Technology teams to understand interdependencies and design the ideal sales processes in the appropriate technology platform.
• Collaborating with product owners and UX to ensure business perspective is considered in the development of our technology tools.
• Helping lead and define how AI enablement fits within the sales and account team processes, in partnership with product owners, GSSO teams and Team NCVI.
• Partner with product owners to ensure appropriate relative prioritization of process enhancements in the technology backlog and Agile delivery scrum teams.
• Partner with the Change Management team to build strategy and content for global Sales training and iterate content as needed.
• Participate in or lead workstreams for other GSSO‑led projects that impact the selling process and/or Gartner’s CRM tool.

What you’ll need

• 7+ years of experience with mix across sales, business operations, technology or analytics; ideally 2+ years of sales experience
• A process‑driven and highly structured professional with the ability to simplify complex problems, communicate effectively and drive execution.
• Detail oriented with the ability to synthesize large amounts of data, conceptualize process design or reengineering needs in the context of Gartner’s best practices.
• Has a deep understanding of Gartner’s sales organization – what salespeople do, how they interact with current processes, technology etc.
• Experience managing or auditing business process in a professional setting, ideally in a consultative environment.
• Strong executive presence, stakeholder management and proven ability to influence.
• Curiosity and intellect, combined with excellent facilitation and active listening skills.
• Prior experience in business process modeling, value‑stream analysis.
• Strong project management and organizational skills.
• Exceptional written and verbal communication skills.
• Proficient Excel and PowerPoint required.
• Salesforce experience preferred.
• Working knowledge of SAFe or Agile framework.

What you will get

Competitive salary, generous paid time off policy, charity match program, Medical, Dental & Vision Plans, Parental Leave, Employee Assistance Program (EAP), 401K matching, and more! Collaborative, team-oriented culture that embraces diversity. Professional development and unlimited growth opportunities.

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.

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.

Ready to grow your career with Gartner?

Join us.

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. A reasonable estimate of the base salary range for this role is 94,000 USD - 134,000 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role‑based, uncapped sales incentive plan. Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates. We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.

Job Requisition ID:114272

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.