Account Executive

Forrester Research; Cambridge (MA); On-site; USD 64,000 - 96,000; Full time

Job summary

Forrester is seeking an Account Executive to drive new business with Fortune-class clients. You will engage senior leaders using a consultative sales process and proactive prospecting across social media and events.

The role emphasizes relationship-building, data-driven decisions, and delivering measurable value to clients. The position targets new-business development with quota attainment, requires a bachelor's degree and 2+ years of experience, and offers a commission-influenced compensation

Qualifications

• Bachelor's degree preferred.
• At least two years of relevant/consultative sales experience.
• History of selling business services to C-level professionals in a highly competitive market is an advantage.
• Ability and willingness to make cold calls and book meetings.
• Experience in new-business development, achieving quota goals, and managing personal sales strategies.
• Excellent verbal and written communication skills.
• Effective presentation, organization, and time management skills.
• Fast-learning team player who is at ease with technology.

Responsibilities

• Prospect and close new business prospects from a list based on geography or vertical industry.
• Sell primarily to senior management (director, C-level) at prospect accounts.
• Maintain minimum weekly/daily metrics and ensure quota is met.
• Produce accurate and timely forecasts.
• Develop a complete understanding of all product offerings.
• Understand changing business and technology issues faced by potential clients.
• Collaborate with research teams to articulate Forrester's value proposition.

Skills

Consultative selling

C-level sales

Cold calling

Quota attainment

Presentation skills

Time management

Communication

Education

Bachelor's degree

Job description

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:

Forrester's Account Executive is a highly motivated sales professional with passion for building relationships and delivering value to clients. Our ideal candidate possesses a curious and entrepreneurial mindset to help expand our existing account base of Fortune-class companies. This individual engages with senior leaders and executives using a transparent, repeatable consultative sales process and creative prospecting - leveraging tools like social media, industry events, and personal connections - to achieve impactful outcomes.

Key responsibilities:

• Prospect and close appropriate new business prospects from a list based on a specific geography or vertical industry.
• Sell primarily to senior management (director, C-level) at prospect accounts.
• Maintain the minimum weekly/daily metrics, and ensure quota is met.
• Produce accurate and timely forecasts.
• Develop a complete understanding of all our product offerings.
• Understand the changing business and technology issues that our potential clients face.
• Work with vertical and horizontal research teams to better understand the Forrester value proposition for our prospects.

Skills and competencies:

• Demonstrates urgency, high energy, and a sense of purpose.
• Anticipates challenges, adapts to setbacks, and responds well to coaching.
• Adapts communication style to audience needs and listens actively.
• Owns decisions, actions, and challenges and is actively working to overcome obstacles.
• Leverages data and insights to secure support and commitment.
• Applies critical thinking to anticipate challenges, make data-driven decisions, and achieve goals.
• Pursues continuous learning and embraces diverse perspectives.
• Effectively prioritizes work to align with organizational goals and follows standard processes.
• Builds trust through consistency, reliability, and strong rapport.

Business scope, impact, strategic contribution and team interaction:

Gains a deeper understanding of Forrester and its operations.

Develops professional expertise with general guidance for routine tasks and detailed instructions for new challenges.

Builds positive relationships with internal and external stakeholders.

Completes tasks of moderate scope within established policies and procedures. Decisions may influence team or project timelines.

Thought leadership and expertise

Expands knowledge of the field and company policies to resolve daily tasks.

Applies domain expertise to address routine responsibilities effectively.

Job Requirements:

• A bachelor's degree is preferred.
• At least two years of relevant/consultative sales experience.
• History of selling business services to C-level professionals in a highly competitive market is an advantage.
• The ability and willingness to make cold calls and book meetings.
• Previous 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-learning team player 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: $64,000 - $96,000

For employees based in Illinois, 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: 53.85%

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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