Morgan Barnes is a Senior Director Analyst in Gartner's Sales Practice, where she studies how high-performing organizations create predictable revenue growth. Morgan helps Chief Sales Officers architect revenue systems that align sales, marketing, business development, and frontline execution. Her areas of expertise include sales and marketing alignment, pipeline generation, go-to-market strategy, role design, SDR/BDR effectiveness, and pipeline management. She combines Gartner research with more than 20 years of practitioner experience to help leaders build scalable, repeatable growth engines.
Morgan has built and led revenue organizations across sales, marketing, and sales operations throughout her career. Most recently, she served as Chief Commercial Officer for a private equity-backed organization offering SaaS and MarTech solutions. Her experience spans inside sales, field sales, enterprise sales, and B2B marketing leadership, giving her a unique perspective on how commercial functions must work together to drive growth. Across every stage of her career, Morgan has focused on designing repeatable revenue systems that improve pipeline generation, align sales and marketing execution, and create more predictable growth outcomes.
Alatus Solutions, Chief Commercial Officer, 5 years
Car Keys Express, Strategic Sales and Marketing 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
Sales Go-to-Market Design and Execution
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.