Sr Account Director

Forrester Research, Inc. (US); Cambridge (MA); On-site; USD 130,000 - 195,000; Full time

Job summary

Forrester Research, Inc. in the United States seeks a highly motivated sales professional to build relationships with senior executives in Fortune-class accounts and deliver value through the company’s research and advisory services.

The role focuses on hunting and expanding opportunities with trusted advisors, collaborating with analysts to craft prescriptive client solutions, and achieving or exceeding quota while forecasting accurately.

Qualifications

• Bachelor’s degree preferred, but not essential.
• 12+ years of relevant/consultative sales experience.
• Experience selling business services to senior/C-level professionals in a competitive market.
• Ability and willingness to make cold calls and book meetings.
• Proven experience in new-business development, quota attainment, and personal sales strategy.

Responsibilities

• 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

Relationship building

Communication

Forecasting

Sales strategy

Presentation skills

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.

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.

Compensation

Base salary range: $130,000 - $195,000
Variable target: 67%

The application deadline is September 30, 2026.

FLSA Status

Exempt

Equal Employment Opportunity

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.

As a federal contractor, Forrester encourages veterans and individuals with disabilities to apply for employment.

Forrester Research, Inc. is an Equal Employment Opportunity Employer.