Business Development Executive, LE, GBS (HR)

About the company

Gartner’s GBS HR Business Development team helps large enterprises address critical workforce, HR transformation, and Global Business Services priorities that drive business performance. Through Gartner’s research, insights, and advisory solutions—including AI-enabled perspectives—our team helps CHROs and senior HR leaders optimize operating models, improve workforce productivity, and achieve better business outcomes.

Your tasks

As a Business Development Executive, you will acquire new Gartner clients and expand Gartner’s presence within large enterprise organizations. You will build trusted relationships with senior HR and business executives, understand their strategic priorities, and position Gartner’s solutions to support better decision-making and measurable results.

You will engage with CHRO and HR leaders across:

• HR transformation and AI-infused operating-model design
• Designing the Enterprise for AI
• Building Workforce Capabilities and Skills
• Accelerating Leaders’ Impact
• HR technology and digital employee experience
• You will own the full sales cycle—from prospecting and qualification through consultative engagement, negotiation, and close—before transitioning new clients to the account management team.

• Identify, prospect, and develop new business opportunities within assigned large enterprise accounts.
• Acquire new Gartner clients and expand opportunities within existing Gartner organizations.
• Build relationships with CHROs, Chief People Officers, HR technology and transformation leaders and HR-Centers of Excellence leaders
• Understand clients’ business strategies, corporate objectives, HR operating models, transformation agendas, and critical priorities.
• Lead consultative conversations focused on HR transformation, GBS strategy, service delivery, technology, automation, and workforce effectiveness.
• Translate client challenges into relevant Gartner insights, advisory solutions, and business outcomes.
• Manage complex, high-value sales involving multiple stakeholders, business units, and geographies.
• Build and maintain a high-quality pipeline and accurately manage forecasting, territory planning, and opportunity progression.
• Coordinate internal resources, including account management, subject-matter experts, product teams, and other Gartner stakeholders.
• Achieve or exceed quarterly and annual revenue targets.
• Ensure a smooth transition of new clients to the account management team, with clear documentation of client priorities, stakeholders, and expected outcomes.
• Contribute to the development of sales plays and go-to-market strategies for the GBS HR segment.
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Requirements

What you will need

• Minimum 8 years of experience in B2B sales, business development, consultative selling, enterprise sales, or strategic account development.
• Proven success acquiring new clients and managing complex sales cycles from prospecting through close.
• Experience selling complex, intangible solutions such as advisory, consulting, research, technology, or professional services.
• Demonstrated ability to engage and influence C-level and senior executive stakeholders.
• Consistent track record of meeting or exceeding revenue targets.
• Experience managing multi-stakeholder sales with long buying cycles and significant commercial value.
• Strong skills in pipeline management, forecasting, territory planning, and opportunity qualification.
• Ability to operate effectively in a global, matrixed, and highly collaborative environment.
• Willingness to travel as required.