Business Development Executive, LE, HR Leaders, GBS

Gartner for HR Leaders, Large Enterprise Sales Executive

Gartner for Human Resources Leaders is hiring for a growth focused Sales Executive to join their high‑performing team! Chief HR officers (CHROs) must understand how the trends impacting the workforce and broader organization will shape their priorities in 2024 and beyond. In this climate, it is critical CHROs take action to increase the positive impact that they — and their teams — have on the organization.

Looking ahead to 2024, CHROs are prioritizing three HR areas: leader and manager development, change management, and organizational culture.

Gartner predicts that in 2024 key trends for HR will include an “unsettled” employee‑employer relationship, persistent skills shortages, transformative technology innovations and pressure for operational efficiency.

Gartner’s sustained double‑digit growth has been propelled by our world‑class Business Development function. Our Sales Executives are responsible for the engagement with C‑Level stakeholders within Large Enterprise organizations. These roles are individual contributors with a personal target, based on new revenue.

The Sales Executive is supported by a Sales Manager, Sales VP and our Subject Matter Experts. Dependent on practice, there may also be Sales Development support.

The role of a Sales Executive at Gartner is to focus on net new business; this is a full cycle sales role with ownership from prospect to close. Gartner currently has over $5.5bn in revenue in 2023, with a total addressable market of circa $20bn. Our Sales Executives are at the forefront of capturing our total addressable market. Sales Executives will be given a territory of circa 200 Large Enterprise prospects, which may be completely new prospects with no existing spend, or could be clients within other Gartner areas.

As an experienced sales professional, you’ll partner with existing Gartner clients, leveraging internal subject matter experts, to address their most critical priorities. By becoming a true partner to your clients, you’ll identify opportunities for account retention and growth through contract expansion, introducing new services and products. Clients of the large enterprise sales team have $1B+ in annual revenue and include 77% of the Global 500.

#LI‑SG1

• Identify and drive new business opportunities with new‑to‑Gartner organisations across UK and Ireland, targeting Large Enterprise C‑level stakeholders
• Convert viable prospects into active Gartner clients (members), owning the full sales conversation and negotiation, through to the transition of new clients to the account management team
• Continually build an encouraging pipeline of relevant opportunities to deliver against your sales metrics ensuring KPI’s are met
• Quota responsibility delivering circa £500k per annum of new logo revenue across your assigned territory
• Manage complex high‑revenue sales across matrix and diverse business environments
• Own forecasting and account planning on a monthly/quarterly/annual basis.

• 5‑10 years’ B2B sales experience, preferably within either Technology, SaaS, services or a consultative environment
• Proven track record meeting and exceeding sales targets in a business development / new business environment
• Experience selling to and/or influencing C‑level executives.
• Proven ability to precisely manage and forecast a complex sale process.
• Willingness to conduct EMEA‑wide travel.

• All our individual contributors have a monthly review and plan session with their manager, the aim of this is to discuss your individual progression goals and set achievable benchmarks to get you there.
• Typical internal promotions include:
  • Business Development Director
  • Team Lead
  • Sales Manager
• Most of our Sales Managers and Team Leads are hired internally as part of our progression path.

• Competitive salary, generous paid time off policy, charity match program, Private Medical and Dental Insurance, Parental Leave, Employee Assistance Program (EAP) and more!
• Collaborative, team‑oriented culture that embraces diversity.
• Professional development and unlimited…