Enterprise Account Executive Dept. Of War

Forrester Research, Inc. (US); Washington (District of Columbia); On-site; USD 118,000 - 177,500; Full time

Job summary

Forrester Research, Inc. in Washington, DC is seeking a senior sales professional focused on building relationships and driving new business within the Department of War (DoW).

You will navigate procurement pathways, contracting options, and budgeting cycles while expanding relationships with defense stakeholders and identifying net-new opportunities. You will prospect and close with senior leaders, maintain quotas, forecast accurately, and develop in-depth knowledge of Forrester offerings.

Qualifications

• Bachelor's degree preferred but not essential.
• Eight years of relevant/consultative sales experience.
• Experience 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.
• Proven experience in a similar new-business development role, achieving quota goals, and managing personal sales strategies.
• Effective presentation, organization, and time-management skills.
• Team player and fast learner at ease with technology.
• Excellent verbal and written communication skills.
• Demonstrated success in new business development within the DoW, with strong understanding of procurement processes, contracting pathways, and budget cycles.
• Established defense network and strategic relationship management, with the ability to open doors, build trust, and navigate complex federal sales cycles.

Responsibilities

• Prospect and close new business prospects from a list based on 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 Forrester product offerings.
• Understand the changing business and technology issues that potential clients face.
• Work with vertical and horizontal research teams to better understand the Forrester value proposition for prospects.

Skills

8+ years sales experience

C-level sales

Cold calling

Quota attainment

Communication skills

Team player

DoW knowledge

Defense network

Education

Bachelor's degree (preferred)

Job description

Job Summary

We’re seeking a highly motivated sales professional with a passion for building relationships and delivering value to clients. Your role will focus on driving new business within the Department of War (DoW), requiring a strong command of DoW procurement processes, contracting pathways, and budgeting cycles. You will build and expand relationships across defense stakeholders, identify net‑new opportunities, and move deals through complex, multi‑phase sales cycles.

Responsibilities

• Prospect and close new business prospects from a list based on 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 Forrester product offerings.
• Understand the changing business and technology issues that potential clients face.
• Work with vertical and horizontal research teams to better understand the Forrester value proposition for prospects.

Qualifications

• A bachelor’s degree is preferred but not essential.
• Minimum of eight years of relevant/consultative sales experience.
• Experience 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.
• Proven experience in a similar new‑business development role, achieving quota goals, and managing personal sales strategies.
• Effective presentation, organization, and time‑management skills.
• Team player and fast learner at ease with technology.
• Excellent verbal and written communication skills.
• Demonstrated success in new business development within the DoW, with strong understanding of procurement processes, contracting pathways, and budget cycles.
• Established defense network and strategic relationship management, with the ability to open doors, build trust, and navigate complex federal sales cycles.

Skills & 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, 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.
• Prioritizes work effectively to align with organizational goals and follows standard processes.
• Builds trust through consistency, reliability, and strong rapport.

Compensation

Base salary range: $118,000 - $177,500

EEO Statement

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

FLSA Status

Exempt