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

About the role: 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. What you will do: 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. What you will need: 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. Willingness and ability to travel up to 25% (where applicable). What you will get: Competitive salary, generous paid time off policy, charity match program and more! Collaborative, team-oriented culture that embraces diversity Professional development and unlimited growth opportunities #LI-RC3 Who are we? At Gartner, Inc. (NYSE: IT), we guide the leaders who shape the world. Our mission relies on expert analysis and bold ideas to deliver actionable, objective business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities. Since our founding in 1979, we’ve grown to 20,000 associates globally who support over 13,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That’s why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here. What makes Gartner a great place to work? Our vast, virtually untapped market potential offers limitless opportunities – opportunities that may not even exist right now – for you to grow professionally and flourish personally. How far you go is driven by your passion and performance. We hire remarkable people who collaborate and win as a team. Together, our singular, unifying goal is to deliver results for our clients. Our teams are inclusive and composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations. We invest in great leaders who bring out the best in you and the company, enabling us to multiply our impact and results. This is why, year after year, we are recognized worldwide as a great place to work. Gartner is the world authority on AI At Gartner, you’ll join a company at the very center of the AI revolution. Gartner has proactive, objective guidance throughout clients’ AI journeys. We set the standard for how organizations leverage artificial intelligence to drive meaningful impact. You’ll have access to unmatched resources, expertise, and technology, and play a key role in helping Gartner and our clients innovate and grow as we leverage AI to transform business and technology landscapes. It’s an exciting time to be at Gartner, with limitless opportunities to make a real impact, grow your skills, and build a lasting, meaningful career in a field that’s reshaping the way we operate. If you’re passionate about AI and want to be part of a team that’s guiding the leaders who shape the world, Gartner is the place for you. What do we offer? Gartner offers world-class benefits, highly competitive compensation and disproportionate rewards for top performers. In our hybrid work environment, we provide the flexibility and support for you to thrive — working virtually when it's productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring. Ready to grow your career with Gartner? Join us. Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 172,000 USD - 202,500 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan. Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates. We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more. The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to seek to advance the principles of equal employment opportunity. Gartner is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability. You may request reasonable accommodations by calling Human Resources at [apply contact hidden] or by sending an email to [apply contact hidden]. Job Requisition ID:113191 By submitting your information and application, you confirm that you have read and agree to the country or regional recruitment notice linked below applicable to your place of residence. Gartner Applicant Privacy Link: [apply contact hidden] For efficient navigation through the application, please only use the back button within the application, not the back arrow within your browser. At Gartner, we guide the leaders who shape the world. Over 13,000 client enterprises worldwide rely on Gartner for actionable, objective business and technology insights. Our teams of thinkers and doers know that staying curious is the best way to shape the future, for ourselves and our clients. Our sustained success creates limitless opportunities for you to grow professionally and flourish personally. We have a vast, virtually untapped market potential ahead of us, providing you with an exciting trajectory long into the future. How far you go is driven by your passion and performance. In our hybrid work environment, we provide the flexibility and support for you to thrive — working virtually when it's productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring.