Senior Director Analyst - Next-Generation Go-To-Market Strategy and Operations

Gartner•Remote - Massachusetts, MA

3d•$172,000 - $202,500•Hybrid

About The Position

Gartner Analysts are industry thought leaders who create must-have research, market predictions and best practices for a broad range of world-leading organizations. As a Senior Director Analyst in the Tech CEO Research Practice, you will serve as a trusted advisor to small and midsize technology providers, helping them navigate the evolving landscape of running a tech company, and transformation of their go-to-market (GTM) strategy, technology stack and operations to compete in the AI-era. You will take a holistic view of GTM: strategy, motion design, revenue architecture, sales, marketing, customer success, partnerships, pricing and packaging, and the AI technology stack that now binds those functions together. You will be the credible voice for Tech CEOs and their executive teams on how to leverage AI-led and AI-first GTM strategies. Through innovative research, direct client interactions, and thought leadership, you will empower Tech CEOs and executive teams to transform their GTM strategy, tech and operations to drive business effectiveness, accelerate growth and enable competitive advantage.

Requirements

Bachelor’s degree or equivalent experience; Graduate degree preferred.
Built, led or materially shaped GTM at a company that demonstrated AI-led or AI-first GTM strategy that focused on redesigning their revenue system versus tool adoption.
Fluent across the full GTM system to include but not limited to ICP and motion design, pipeline, sales execution, RevOps, CS expansion, partners, and pricing.
Evaluated and operationalized the modern GTM stack and understands how those systems are converging under AI (to include but not limited to CRM, marketing automation, revenue intelligence, content, agents, data platforms and pricing engines).
12+ years of relevant experience in tech company leadership role(s) and AI business transformation, ideally within or serving small and midsize technology providers.
Deep understanding of operational and GTM AI tools, trends, and best practices, with the ability to translate technical concepts into actionable business strategies.
Demonstrated executive presence and credibility with technology CEOs and senior leaders.
Strong organizational skills and ability to deliver high-quality work under tight deadlines.
Excellence in research, writing, and presentation skills; able to engage and influence C-level audiences.
Proficiency in analyzing and synthesizing data, applying frameworks, and defending recommendations to client challenges.
Strong communicator who can explain complex business transformation and AI concepts concisely and simply.
Subject matter expert comfortable presenting at large and small-scale speaking engagements.
Strong business and financial acumen, with a focus on business transformation strategies and GTM approaches.
Deep knowledge of the competitive AI landscape for small and midsize technology providers.
Ability to work independently and collaboratively in a multicultural, global team.
Learning agile and adept at navigating highly matrixed environments.

Nice To Haves

Willingness and ability to travel up to 25% (where applicable).

Responsibilities

Create innovative, thought provoking, and highly leveraged “must-have research”.
Develop new research and ideas through thought leadership and offer compelling, actionable approaches to client's needs and requests that accelerate the client's ability to act.
Conduct in-depth analysis and predict trends in AI technology, AI adoption, GTM and business strategies, providing clients with practical, data-driven recommendations.
Engage directly with small and midsize technology provider Tech CEOs and executive leadership teams through virtual or face-to-face interactions, delivering high-value advice and facilitating strategic discussions on AI GTM effectiveness and business transformation.
Deliver impactful presentations at Gartner events, industry conferences, and client briefings, establishing Gartner’s reputation as the world’s authority on AI.
Support research and sales by serving as the voice of the market, collaborating with research teams to create relevant content and driving client engagement on critical priorities.
Peer review research content to ensure quality and relevance for the Tech CEO audience.
Build credibility as an industry expert, representing Gartner research, methodology, and strategy.
Mentor and coach junior team members, fostering a collaborative and innovative research community.
Identify and implement research process improvements to enhance service delivery for small and midsize technology providers.
Be client-centric, proactively engaging with clients to help them leverage Gartner research and insights into tangible business outcomes.