Account Executive, LE/GE, GTS
About The Position
The Account Executive is a field sales role responsible for retaining and growing Gartner client relationships. The position 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 increase value through alternative product 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 role drives value delivery for current clients, develops and closes cross-sell and upsell opportunities, and maintains a high-quality sales pipeline to meet sales metrics and KPIs. It carries quota responsibility for an assigned territory and includes managing complex, high-revenue sales across diverse, matrixed business environments. The Account Executive owns forecasting and account planning on a monthly, quarterly, and annual basis. Travel is required as needed. Gartner describes its work as providing leaders with actionable, objective business and technology insights. The company offers a hybrid work environment, with flexibility to work virtually when productive and opportunities to meet with colleagues in a shared community. Compensation includes a stated base salary range of $101,000–$140,000, plus either an annual performance-based bonus plan or a role-based uncapped sales incentive plan, depending on the eligible opportunity.
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 and help them 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.
- Carry 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.
- Travel as needed.
Benefits
- Competitive salary and compensation.
- Generous paid time off.
- Charity match program.
- Uncapped commission structure for applicable sales incentive plans.
- World-class sales training and skill development programs.
- Annual Winners Circle event attendance for top performers.
- Collaborative, team-oriented, inclusive culture.
- 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.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
