A gatekeeper is a person who controls access to decision-makers within an organisation, typically executive assistants or mid-level managers. Understanding organisational hierarchies and aligning outreach to the gatekeeper’s priorities often opens doors to larger buying committees.
In B2B sales, navigating gatekeepers respectfully and strategically is an essential skill. Successful sales professionals treat gatekeepers as allies, not obstacles, building rapport and demonstrating relevance to earn introductions.