Account Executive | Large Enterprise - Global Tech

Gartner • San Francisco, CA

2d • Hybrid

About The Position

The Account Executive is a field sales role responsible for retaining and growing client accounts. The role builds trust-based relationships with C-level executives and their teams, understands clients’ mission-critical priorities, and helps ensure they receive expected value from Gartner services while identifying opportunities to deliver greater value through alternative offerings. Account Executives manage a territory of Large Enterprise clients. End-User Large Enterprise clients have more than $1 billion in annual revenue, while Tech Vendor Large Enterprise clients have more than $500 million in annual revenue.

The position drives value delivery for current clients, develops and closes cross-sell and upsell opportunities, and maintains a high-quality sales pipeline to meet key performance indicators and quota. It includes managing complex, high-revenue sales across diverse and matrixed business environments, along with monthly, quarterly, and annual forecasting and account planning.

Gartner describes a hybrid work environment, with flexibility to work virtually when productive and to meet colleagues in person. The role may require travel as needed. Compensation includes an estimated base salary range of $101,000 to $140,000, plus either an annual performance-based bonus or a role-based, uncapped sales incentive plan. Gartner also highlights sales training, development and career-growth opportunities, and a collaborative, inclusive culture.

Requirements

• 5–8+ years of B2B sales experience; experience in complex, intangible sales environments is preferred.
• Experience selling to and/or influencing C-level executives.
• A proven track record of meeting and exceeding sales targets.
• Demonstrated ability to own, manage, and forecast a complex sales process.
• Willingness to travel as needed.

Nice To Haves

• Bachelor’s degree preferred.
• Experience in complex, intangible sales environments.

Responsibilities

• Drive value delivery with current Gartner clients and help them maximize the value of their services.
• Identify, cultivate, qualify, and close client growth opportunities through cross-selling and upselling.
• Build a pipeline of high-quality opportunities and meet sales metrics and KPIs.
• Hold quota responsibility 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.

Benefits

• Competitive compensation and an uncapped sales incentive structure for eligible roles.
• Generous paid time off.
• Charity match program.
• 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.
• Market-leading benefit programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed