Senior Director Analyst - Services GTM and AI Transformation

Gartner•Remote - Tennessee, TN

4d•$172,000 - $202,500•Hybrid

About The Position

As a Senior Director in Gartner’s Tech CEO Research Practice, the role serves as a trusted advisor to small and midsize technology service providers and professional services organizations, including professional services arms within technology product companies. The analyst helps these organizations navigate the changing business landscape and transform their go-to-market (GTM) strategy, technology stack, and operations to compete in the AI era. The position takes a holistic view of services GTM, spanning strategy and motion design, revenue architecture, sales, marketing, customer success, partnerships, pricing and packaging, professional services attach and delivery models, GTM engineering, and the AI technology stack. The analyst creates research, offers client advice, and delivers thought leadership to help technology CEOs and executive teams improve business effectiveness, accelerate growth, and gain competitive advantage through AI-led and AI-first GTM strategies and services-led growth. The role also involves direct client engagement, presentations at Gartner and industry events, collaboration with research and sales teams, research quality reviews, mentoring junior colleagues, and improving research processes and client service delivery. Gartner describes its work environment as hybrid, with flexibility to work virtually when productive and opportunities to meet colleagues in person.

Requirements

Bachelor’s degree or equivalent experience; a graduate degree is preferred.
Built, led, or materially shaped GTM at a company with an AI-led or AI-first GTM strategy focused on redesigning its revenue system rather than simply adopting tools; ideally in a technology services organization or professional services arm.
Experience managing GTM engineering teams or functions, including setting delivery standards and scaling reusable architectures, automations, data flows, and AI-enabled solution patterns.
Fluency across the GTM system for services businesses, including ICP and motion design, pipeline, sales execution, RevOps, customer success expansion, partners, pricing and packaging, services offerings, and GTM engineering.
Experience evaluating and operationalizing the modern GTM stack and understanding how systems converge under AI, including CRM, marketing automation, revenue intelligence, content, agents, data platforms, pricing engines, and services delivery or PSA tools.
12+ years of relevant experience in technology company leadership roles and AI business transformation, ideally within or serving small and midsize technology service providers or professional services organizations.
Deep understanding of operational and GTM AI tools, trends, and best practices, and ability to translate technical concepts into actionable business strategies.
Executive presence and credibility with technology CEOs and senior leaders.
Strong organizational skills and ability to deliver high-quality work under tight deadlines.
Excellent research, writing, and presentation skills, with ability to engage and influence C-level audiences.
Proficiency in analyzing and synthesizing data, applying frameworks, and defending recommendations to client challenges.
Strong communication skills and ability to explain complex business transformation and AI concepts clearly and concisely.
Subject matter expertise and comfort presenting at large- and small-scale speaking engagements.
Strong business and financial acumen, focused on business transformation strategies and GTM approaches.
Deep knowledge of the competitive AI landscape for small and midsize technology services and professional services organizations, including those within product companies.
Ability to work independently and collaboratively in a multicultural, global team.
Learning agility and ability to navigate highly matrixed environments.
Willingness and ability to travel up to 25%, where applicable.

Nice To Haves

Graduate degree.
Experience in or serving small and midsize technology service providers and/or professional services organizations.

Responsibilities

Create innovative, thought-provoking, and highly leveraged research on AI-era GTM for technology services and professional services organizations.
Develop research and thought leadership, providing compelling and actionable approaches to client needs and requests.
Analyze developments and predict trends in AI technology, AI adoption, and GTM and business strategies for services businesses; provide practical, data-driven recommendations.
Engage with small and midsize technology provider CEOs and services leaders through virtual or in-person interactions, delivering advice and facilitating strategic discussions on AI GTM, services strategy, GTM engineering, and business transformation.
Present at Gartner events, industry conferences, and client briefings.
Support research and sales by representing the market and collaborating with research teams on relevant content and client engagement.
Peer review research content for quality and relevance to the Tech CEO audience.
Represent Gartner research, methodology, and strategy on next-generation GTM for professional and technology services models.
Mentor and coach junior team members.
Identify and implement research process improvements to enhance service delivery for small and midsize technology providers.
Proactively help clients apply Gartner research and insights to achieve tangible business outcomes.

Benefits

Competitive compensation and annual bonus or role-based, uncapped sales incentive plan, as applicable.
Generous paid time off.
Charity match program.
Medical, dental, and vision plans (US).
Parental leave.
Employee Assistance Program (EAP).
401(k) matching, including a match up to $7,200 per year.
Opportunity to purchase company stock at a discount.
Professional development and unlimited growth opportunities.
Collaborative, team-oriented culture that embraces diversity.
Hybrid work flexibility, including the option to work virtually when productive.
Market-leading benefit programs.