Sr Director, Sales Operations

About Gartner’s GSST Organization The Global Sales & Services Technology (GSST) organization empowers Sales and Services teams through innovative technology and analytics solutions, driving collaboration, productivity to drive up NCVI. GSST operates as an integrated, agile team, standardizing technology solutions, leveraging AI, and fostering a culture of trust and transparency.

About the Role 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. This highly cross-functional role will partner closely with GSST leadership and stakeholders across Product Management, Analytics, Finance, IT, Sales, and Services.

The Senior Director will create a comprehensive view of Gartner’s technology portfolio—including tools, costs, owners, users, capabilities, and intended outcomes—and establish a consistent framework for evaluating total cost of ownership, adoption, productivity, business impact, and return on investment.

This high-impact role will own the execution of Gartner’s value-capture program while partnering with GSST leadership to shape its strategy and priorities. They will translate complex data and analysis into clear, compelling insights for senior leaders, enabling more informed decisions about where to invest, optimize, consolidate, or divest. Success in this role requires a combination of strategic thinking, value engineering, analytical rigor, program leadership, and exceptional communication.

What you'll Do:

Value Capture & Impact Measurement Partner with GSST leadership to define and execute Gartner’s approach to measuring and maximizing the value of 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 the impact of technology investments on productivity, workflow simplification, user experience, client engagement, retention, revenue growth, and NCVI.Investment Optimization Identify opportunities to optimize, consolidate, renegotiate, or divest technology investments.

Provide insights and recommendations to inform portfolio planning, investment prioritization, and resource allocation.

Partner with Finance, Analytics, Product Management, and other key stakeholders to validate assumptions and strengthen investment decisions.

AI and Technology Adoption Partner with teams across GSST to assess the impact of AI and emerging technology solutions on productivity, workflow simplification, and user experience.

Support initiatives that measure and communicate the value generated through technology-enabled transformation efforts.

Collaborate with stakeholders to improve adoption and business impact.

Business Insights & Stakeholder Alignment Develop dashboards, scorecards, reports, and executive views that provide clear visibility into value realization and investment performance.

Translate complex financial, operational, analytical, and technology information into clear 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

Program Execution & Continuous Improvement Own the 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,…