Enterprise Account Executive Dept. Of War

Phase2 Technology; Washington (District of Columbia); On-site; USD 118,000 - 177,500; Full time

Job summary

Forrester is seeking a highly motivated sales professional to expand our Fortune-class client base by engaging with senior leaders and executives. You’ll leverage social channels, industry events, and personal connections to drive new business with a repeatable consultative process.

You will work closely with top executives to understand challenges and demonstrate how Forrester can support their mission. Success requires building trust, relentless prospecting, and data-driven, quota-driven

Qualifications

• A bachelor's degree is preferred, but not essential.
• Eight years of relevant/consultative sales experience.
• Experience selling business services to C-level professionals in a competitive market.
• Ability and willingness to make cold calls and book meetings.
• Proven experience in new business development, quota achievement, and sales strategy.
• Strong presentation, organization, and time-management skills.
• Team player with fast learning and tech comfort.
• Experience with DoW procurement processes and fighting complex federal cycles is valuable.

Responsibilities

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

Skills

Consultative selling

C-level engagement

Forecasting

Relationship building

Cold calling

Time management

Communication

Education

Bachelor's degree preferred

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

We're seeking a highly motivated sales professional with a passion for building relationships and delivering value to clients. Using your curiosity and entrepreneurial mindset, you'll help expand our existing account base of Fortune-class companies by engaging with senior leaders and executives. With a transparent and repeatable consultative sales process, you'll achieve impactful outcomes through creative prospecting - leveraging tools like social media, industry events, and personal connections. Along the way, you'll enjoy the opportunity to drive your professional and financial growth.

In this role, you'll 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, you'll rely on your ability to build trust, foster relationships, and communicate effectively.

Job Description

• 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, 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.

Business Scope, Impact, Strategic Contribution, and Team Interaction

• The ability to manage and complete complex and diverse tasks independently, with limited oversight, especially those related to area of specialization.
• Builds relationships with key contacts outside of own domain.
• Decisions may impact team or department performance.
• Typically develops expertise in specific focus area.

Thought Leadership, Knowledge, and Expertise

• Significant experience in the field and/or at Forrester.
• Employs domain expertise to identify creative solutions to complex issues.

Job Requirements

• A bachelor's degree is preferred, but not essential.
• A minimum of eight years of relevant/consultative sales experience.
• Experience in selling business services to 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 team player.
• A fast learner who is at ease with technology.
• Excellent verbal and written communication skills.
• Demonstrated success in new business development within the Department of War (DoW): Proven ability to identify, pursue, and close net-new opportunities, with a strong understanding of DoW procurement processes, contracting pathways, and budget cycles.

• Established defense network and strategic relationship management: Strong existing relationships across DoW stakeholders, with the ability to open doors, build trust, and navigate complex, multi-stage federal sales cycles from early-stage opportunity shaping through close.

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

The application deadline is August 30, 2026. Please refer to the job posting on Forrester.com careers page if the deadline has been extended.

FLSA Status: Exempt

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 [e-mail].

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