Sr Account Director

At Forrester, we’re trusted to work on trailblazing, mission critical problems that business and technology leaders face today. That’s why we’re always looking to empower talented individuals to perform at their best every single day. We’re proud of our community of smart people and vibrant voices who come together to do what’s right by our clients and each other. Our success is driven by curiosity, courage and customer obsession. The confidence and drive to be bold at work. Join us and build an extraordinary future.

About This Role:

We’re seeking a highly motivated sales professional with a passion for building relationships and delivering value to clients. Using curiosity and an entrepreneurial mindset, this individual will pursue growth opportunities by engaging with senior leaders and executives for Forrester’s existing accounts comprised of Fortune-class companies. With a transparent and repeatable consultative sales process, this individual will achieve impactful outcomes by creating and orchestrating account penetration strategies. This individual will anticipate client needs, understand what drives their success, challenge them to think differently, and provide highly valued business insights to enable clients to win, serve, and retain customers. Along the way, this individual will enjoy the opportunity to drive professional and financial growth.

In this role, the successful candidate will work closely with top executives and their teams, gaining a deep understanding of their challenges and demonstrating how Forrester can support their mission. To succeed, this individual will rely on the ability to build trust, foster relationships, and communicate effectively.

Job Description:

• Partner with senior management (director, C-level) clients as a trusted business advisor by leveraging the company’s research on emerging technologies and customer experience.
• Collaborate with industry analysts and the ecosystem to sell and deliver prescriptive client solutions.
• Maintain the minimum weekly/daily metrics, and ensure quota is met.
• Produce accurate and timely forecasts.
• Uncover key business initiatives and engage new cross-functional buying centers.
• Develop sales opportunities to increase contract value and customer retention.
• Maintain and build relationships with executive-level contacts to understand their business needs and identify new opportunities.
• Develop a complete understanding of the company’s products and services portfolio to align appropriate solutions with client needs.

Skills And Competencies:

• Demonstrate urgency and a sense of purpose.
• Anticipate challenges, adapt to setbacks, and respond well to coaching.
• Adapt communication style to audience needs and listen actively.
• Leverage data and insights to secure support and commitment.
• Apply critical thinking to anticipate challenges, make data-driven decisions, and achieve goals.
• Pursue continuous learning and embrace diverse perspectives.
• Prioritize work effectively to align with organizational goals and follow standard processes.
• Build trust through consistency, reliability, and strong rapport.

Business Scope, Impact, Strategic Contribution, And Team Interaction:

• Experienced professional. Fully competent in core elements of role. Independently completes day-to-day tasks and solve diverse problems.
• Work on daily tasks with limited oversight and receive general instruction for new activities.
• Develop positive working relationships with senior team members in department.
• Decision will impact department and possibly function performance.

Thought Leadership, Knowledge, And Expertise:

• Full understanding of domain and growing understanding of Forrester and Forrester’s market.
• Use field and company knowledge to address a range of issues.

Job Requirements:

• A bachelor’s degree, preferred, but not essential.
• A minimum of 12 years of relevant/consultative sales experience.
• Experience in selling business services to senior/C-level professionals in a highly competitive market would be an advantage.
• The ability and willingness to make cold calls and book meetings.
• Proven experience in a similar role, specifically with new-business development, achieving quota goals, and managing personal sales strategies.
• Effective presentation, organization, and time management skills.
• A fast learner who is at ease with technology.
• Excellent verbal and written communication skills.

Please note that the base salary range indicated here is inclusive of all applicable US geographies listed in this requisition.  This salary range is based upon the position as described in the job listing. The offered compensation may vary within this range and is dependent upon the successful candidate’s primary work location, experience, training, education, and credentials.

Base salary range: $130,000 - $195,000

For employees based in Washington State, the percentage listed here is an estimated bonus target as a percentage of base salary, in accordance with the Forrester Sales Global Compensation plan. Individual and company performance, as well as other eligibility criteria, will determine the actual incentive amount.

Variable target: 67%

For information on benefits, please visit: https://forresterbenefits.com/

The application deadline is December 31, 2026. Please refer to the job posting on Forrester.com careers page if the deadline has been extended.

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FLSA Status:

Here at Forrester, we welcome people from all backgrounds and perspectives. Our aim is for all candidates to be able to fully participate in Forrester’s recruitment process. If you would like to discuss a reasonable accommodation, please reach out to [email protected].

Forrester Research, Inc. is an Equal Employment Opportunity Employer. As a federal contractor, Forrester encourages veterans and individuals with disabilities to apply for employment.

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