Sr Manager, Sales Operations

Gartner•Arlington, VA

3d•Hybrid

About The Position

The Sr. Manager, Sales Process Operations is part of Gartner’s Global Sales & Services Technology team within Global Sales & Services Operations. The team refines and improves sales processes and identifies and scales best practices to improve seller productivity and experience, with added focus on account team processes and tools that support collaboration, strategy, and execution. This role documents, refines, and designs sales and account team processes to improve productivity and the overall seller experience. It partners with GSSO teams, Sales, and Team NCVI to drive consistent processes that inform the design and prioritization of features in Gartner’s CRM platform, sales tools, and technology roadmaps. The role also helps define how AI technologies should align with Sales processes. The successful candidate will become an expert in Gartner’s end-to-end sales processes and account collaboration practices, identify process pain points and improvement opportunities, and work with stakeholders across Sales, Marketing, Services, and Technology. The role also partners with product owners, UX, Agile delivery teams, and Change Management to prioritize improvements and support global Sales training. Gartner describes its work environment as hybrid, with flexibility to work virtually when productive and opportunities to collaborate in person.

Requirements

At least 7 years of experience across sales, business operations, technology, or analytics.
A process-driven, highly structured approach, with the ability to simplify complex problems, communicate effectively, and drive execution.
Detail orientation and the ability to synthesize large amounts of data and conceptualize process design or reengineering needs in the context of Gartner best practices.
Deep understanding of Gartner’s sales organization, salespeople’s work, and their interactions with current processes and technology.
Experience managing or auditing business processes in a professional setting; consultative-environment experience is ideal.
Strong executive presence and stakeholder-management skills, with a demonstrated ability to influence.
Curiosity, intellect, facilitation skills, and active-listening skills.
Prior experience in business process modeling and value-stream analysis.
Strong project-management and organizational skills.
Exceptional written and verbal communication skills.
Proficiency in Excel and PowerPoint.
Working knowledge of a SAFe or Agile framework.

Nice To Haves

At least 2 years of sales experience is ideal.
Salesforce experience is preferred.

Responsibilities

Develop expertise in Gartner’s end-to-end sales processes, account collaboration, and relevant best practices in the context of business priorities and go-to-market strategies.
Work with GSSO team members, sales leaders, and Team NCVI to identify process pain points and opportunities to improve seller productivity and efficiency.
Conduct workshops, surveys, and focus groups to gather Sales feedback and identify system or process enhancements.
Collaborate with Sales, Marketing, Services, and Technology teams to understand interdependencies and design sales processes for appropriate technology platforms.
Partner with product owners and UX to ensure the business perspective is considered in the development of technology tools.
Help define how AI enablement fits within sales and account team processes, partnering with product owners, GSSO teams, and Team NCVI.
Partner with product owners to prioritize process enhancements in the technology backlog and Agile delivery scrum teams.
Partner with Change Management to develop global Sales training strategy and content, and iterate that content as needed.
Participate in or lead workstreams for GSSO-led projects affecting the selling process or Gartner’s CRM tool.
Document, refine, and design sales and account team processes to improve productivity and the seller experience.

Benefits

Competitive salary and highly competitive compensation.
Generous paid time off policy.
Charity match program.
Medical, dental, and vision plans.
Parental leave.
Employee Assistance Program (EAP).
401(k) matching, including a match of up to $7,200 per year.
Opportunity to purchase company stock at a discount.
Professional development and growth opportunities.
Annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan, depending on eligibility.
Market-leading benefit programs.