Morgan Barnes is a Senior Director Analyst in Gartner's Sales Practice. Morgan develops and creates research as well as advises Sales Leaders on a breadth of topics. With 20 years of experience in various GTM Motions, she advises CSOs on Channel Strategy, Organization and Role Design, Pipeline Management, and GTM Strategy/Design. Morgan leverages her experience across both Sales and Marketing motions along with Gartner research to provide CSOs clarity on Channel Selection, GTM Process, Inside Sales Strategy, Org Design and Team Structure (including Role Design and Business Development), Sales Process Execution, Sales Playbooks, SDR/BDR implementation, Lead Generation, Ideal Customer Profiles, and Pipeline Management & Analytics.
Morgan has served in various Sales and Marketing roles across her career. Most recently, as the Chief Commercial Officer leading Sales, Marketing, and Sales Ops in a PE backed organization offering SaaS and MarTech solutions. Her early roles included Inside Sales and Field Sales roles that developed into leadership roles in Enterprise Sales and National B2B Marketing. Her diverse experience offers a holistic understanding of GTM Strategy and Design. At all stages of her career, her focus has been around efficient revenue generation—optimizing pipeline and channel sales and unifying Sales and Marketing motions.
Alatus Solutions, Chief Commercial Officer, 5 years
Car Keys Express, Marketing and Strategic Sales Director, 4 years
Hearst Corporation, Strategic Marketing Consultant (TV & Digital Media), 4 years
PetFirst Healthcare (MetLife), Business Marketing Manager, 2 years
Service Net Warranty (AIG), National Program Manager, 2 years
B.A. General Studies, Indiana University
Aligning commercial organization around sales growth.
Organization and role design for sales—including Inside Sales, SDR/BDR, and Field Sales.
Improving collaboration between sales and marketing across GTM motions.
Implementing and optimizing pipeline management via sales playbooks, improved sales process execution, and clear pipeline analytics.
GTM process development and execution across the commercial organization, including channel strategy development.