Associate Director managing strategic growth initiatives for Exhibitor Products in Gartner’s B2B conference portfolio. Leading a diverse team and collaborating across global partnerships for maximum revenue growth.
About the role
- Sales Strategy & Operations Manager responsible for analytics and planning at AI contracting platform. Partnering effectively with Sales and GTM leadership to drive revenue growth.
Responsibilities
- Act as a strategic partner to Sales and GTM leadership, developing a deep understanding of the business to identify opportunities to improve pipeline generation, conversion, and revenue performance. Translate insights into clear recommendations that drive measurable outcomes.
- Own pipeline and performance insights, including understanding pipeline composition (inbound, outbound, partner, expansion) and proactively identifying risks and opportunities across stages, segments, and use cases.
- Build and maintain analytical models (capacity, pipeline coverage, attainment, segmentation, territory design) to inform both near-term execution and long-range planning.
- Leverage modern data and AI tools to accelerate analysis, uncover insights, and improve decision-making across GTM. Continuously evaluate new tools and approaches to increase team efficiency and analytical depth.
- Drive operating cadence and execution rigor, including forecast support, pipeline inspection, and business reviews to ensure consistency, accountability, and high-quality data across the organization.
- Partner cross-functionally with Finance, Systems, and GTM teams to align on planning, performance tracking, and process improvements that support scalable growth.
- Lead key planning initiatives, including annual planning, territory design, and quota setting.
- Continuously improve systems, processes, and data quality, working closely with GTM Systems to ensure tools (e.g., Salesforce, forecasting platforms) effectively support the sales motion and evolving business needs.
Requirements
- 6+ years of experience in Sales Strategy, Revenue Operations, Management Consulting, or a related analytical role in a high-growth SaaS environment.
- Strong analytical and modeling skills, with experience building and interpreting models related to sales capacity, pipeline, forecasting, and revenue performance.
- Demonstrated ability to translate complex data into clear insights and executive-level recommendations that influence decision-making.
- Experience working cross-functionally with Sales, Finance, and Systems teams in a fast-paced, scaling organization.
- Familiarity with core GTM systems and tools (e.g., Salesforce, BI platforms such as Looker, and modern sales tooling).
- Comfort leveraging AI and advanced analytics tools (e.g., ChatGPT, Claude, Glean, Actively or similar platforms) to enhance productivity, accelerate insights, and improve decision-making. Curiosity and willingness to experiment with new tools is highly valued.
- Strong communication skills with the ability to engage effectively with senior leadership and drive alignment across stakeholders.
- Deep understanding of the SaaS business model, including pipeline dynamics, sales motions, and key performance drivers.
- Bachelor's degree in Business, Finance, Economics, or a related field (or equivalent experience).
Benefits
- 100% health coverage for employees (medical, dental, and vision), and 75% coverage for dependents with buy-up plan options available
- Market-leading leave policies, including gender-neutral parental leave and compassionate leave
- Family forming support through Maven for you and your partner
- Paid time off - take the time you need, when you need it
- Monthly stipends for wellbeing, hybrid work, and (if applicable) cell phone use
- Mental health support through Modern Health, including therapy, coaching, and digital tools
- Pre-tax commuter benefits (US Employees)
- 401(k) plan with Fidelity with employer match (US Employees)
- Regular team events to connect, recharge, and have fun
- And most importantly: the opportunity to help build the company you want to work at
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