Account Executive, GTS
About The Position
The Account Executive is a field sales role responsible for client retention and growth. The position builds trust-based relationships with C-Level Executives and their teams, understands clients’ mission-critical priorities, and ensures they receive expected value from Gartner while identifying opportunities to improve value delivery through alternative product offerings. Account Executives manage a territory of Large Enterprise clients. In the End-User Large Enterprise segment, clients have more than $1 billion in annual revenue; in the Tech Vendor Large Enterprise segment, clients have more than $500 million in annual revenue. The role is accountable for driving value delivery, identifying and closing growth opportunities, maintaining a strong sales pipeline, and meeting territory quota and sales metrics. It also involves managing complex, high-revenue sales across diverse, matrixed business environments and owning forecasting and account planning on monthly, quarterly, and annual cycles. Travel may be required as needed. Gartner describes a hybrid work environment, with flexibility to work virtually when productive and to meet colleagues in person. Compensation includes a base salary range of $101,000–$140,000, plus participation in either a company and individual performance-based annual bonus plan or a role-based uncapped sales incentive plan. The posting also describes paid time off, a 401(k) match, discounted company stock purchase, sales training, professional development, and career growth opportunities.
Requirements
- 5–8+ years of B2B sales experience, preferably in 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 travel as needed.
Nice To Haves
- Bachelor's degree preferred.
Responsibilities
- Drive value delivery with current Gartner clients so they maximize the value of their Gartner services.
- Identify, cultivate, qualify, and close client growth opportunities through cross-selling and upselling.
- Build and maintain a pipeline of high-quality opportunities to meet sales metrics and KPIs.
- Manage quota for the assigned territory.
- Manage complex, high-revenue sales across matrixed and diverse business environments.
- Own monthly, quarterly, and annual forecasting and account planning.
- Build trust-based relationships with C-Level Executives and their teams.
- Travel as needed.
Benefits
- Competitive salary and compensation.
- Generous paid time off.
- Charity match program.
- Uncapped sales commission or incentive structure, subject to the applicable plan.
- World-class sales training and skill development programs.
- Annual Winners Circle event at exclusive destinations for top performers.
- Professional development and career growth opportunities.
- 401(k) match up to $7,200 per year.
- Opportunity to purchase company stock at a discount.
- Hybrid work flexibility.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
