Sr Director, Sales Operations

Gartner • Stamford, CT

1d • Hybrid

About The Position

The Senior Director, Value Strategy & Optimization will lead Gartner’s strategy for understanding, measuring, and optimizing the value generated by CRM, AI, and other technology investments across Sales and Services. The role partners closely with GSST leadership and stakeholders across Product Management, Analytics, Finance, IT, Sales, and Services.

The position creates a comprehensive view of Gartner’s technology portfolio—including tools, costs, owners, users, capabilities, and intended outcomes—and establishes consistent methods for evaluating total cost of ownership, adoption, productivity, business impact, and return on investment. It owns execution of Gartner’s value-capture program while partnering with GSST leadership on strategy and priorities. The role translates complex data and analysis into clear insights for senior leaders to support decisions about investment, optimization, consolidation, or divestment.

Success requires strategic thinking, value engineering, analytical rigor, program leadership, and exceptional communication. The role is based in a hybrid work environment, with location preferences in Stamford, Connecticut; Irving, Texas; or Fort Myers, Florida.

Requirements

• 12+ years of progressive experience in technology, analytics, operations, digital transformation, strategy, consulting, product management, value engineering, or related fields.
• Demonstrated experience evaluating technology investments and maximizing value realization.
• Experience leading complex, cross-functional initiatives or major programs.
• Strong analytical skills, including the ability to connect costs, adoption, operational metrics, and business outcomes and translate findings into actionable recommendations.
• Experience developing value frameworks, measurement methodologies, metrics, dashboards, reporting frameworks, and business performance analyses.
• Experience with CRM platforms, Salesforce, AI tools, or other enterprise technology solutions.
• Strong executive communication and stakeholder management skills.
• Ability to build effective partnerships across business and technology functions.
• Strategic mindset and strong problem-solving capabilities.
• Bachelor’s degree required.

Nice To Haves

• Advanced degree preferred.

Responsibilities

• Partner with GSST leadership to define and execute Gartner’s approach to measuring and maximizing value from CRM, AI, and other technology investments.
• Create and maintain a comprehensive inventory of technology tools across Sales, Services, and other field teams, including costs, owners, users, capabilities, adoption, and target outcomes.
• Develop consistent frameworks to evaluate total cost of ownership, ROI, benefits realization, and business impact across the technology portfolio.
• Assess technology investments’ impact on productivity, workflow simplification, user experience, client engagement, retention, revenue growth, and NCVI.
• Identify opportunities to optimize, consolidate, renegotiate, or divest technology investments.
• Provide insights and recommendations for portfolio planning, investment prioritization, and resource allocation.
• Partner with Finance, Analytics, Product Management, and other stakeholders to validate assumptions and strengthen investment decisions.
• Assess the impact of AI and emerging technology solutions on productivity, workflow simplification, and user experience.
• Support initiatives that measure and communicate value generated through technology-enabled transformation efforts, and collaborate with stakeholders to improve adoption and business impact.
• Develop dashboards, scorecards, reports, and executive views that provide visibility into value realization and investment performance.
• Translate financial, operational, analytical, and technology information into insights, recommendations, and executive-ready narratives for senior leaders.
• Facilitate alignment across Sales, Services, Product Management, Platform Operations, Analytics, Finance, IT, and Change Management stakeholders.
• Own day-to-day execution and ongoing evolution of Gartner’s value-capture program.
• Lead cross-functional initiatives to establish cost and value baselines, assess ROI, improve adoption, and implement optimization opportunities.
• Develop repeatable methodologies, best practices, templates, and processes for value measurement, benefits realization, and investment decision-making.
• Establish governance and operating rhythms that embed value capture into technology planning, investment decisions, adoption, and portfolio management.

Benefits

• World-class benefits and highly competitive compensation.
• Generous PTO.
• 401(k) match up to $7,200 per year.
• Opportunity to purchase company stock at a discount.
• Annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan, as applicable.
• Hybrid work environment with flexibility to work virtually when productive and collaborate in person.

What This Job Offers

• Job Type: Full-time
• Career Level: Director