Sr Account Director

Forrester; Washington (Washington County); On-site; USD 130,000 - 195,000; Full time

Job summary

Forrester seeks a highly motivated sales professional to build relationships with Fortune-class clients and deliver valuable insights. You will pursue growth by engaging senior leaders, orchestrating account penetration strategies, and forecasting outcomes with a consultative approach.

You will collaborate with top executives, understand their business challenges, and articulate how Forrester research and services can help them win, serve, and retain customers while driving professional and

Qualifications

• Bachelor’s degree preferred, but not essential.
• Minimum 12 years of relevant/consultative sales experience.
• Experience selling business services to senior/C-level professionals in a highly competitive market.
• Ability and willingness to make cold calls and book meetings.
• Proven experience in a similar role 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.

Responsibilities

• Partner with senior management (director, C-level) clients as a trusted business advisor 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 quote 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

Consultative selling

Forecasting

Negotiation

Business insights

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 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:

• Partnerwithseniormanagement(director,C-level)clientsasatrustedbusinessadvisorbyleveragingthecompany’sresearchonemergingtechnologiesandcustomerexperience.
• Collaboratewithindustryanalystsandtheecosystemtosellanddeliverprescriptiveclientsolutions.
• Maintaintheminimumweekly/dailymetrics,andensurequotaismet.
• Produceaccurateandtimelyforecasts.
• Uncoverkeybusinessinitiativesandengagenewcross-functionalbuyingcenters.
• Developsalesopportunitiestoincreasecontractvalueandcustomerretention.
• Maintainandbuildrelationshipswithexecutive-levelcontactstounderstandtheirbusinessneedsandidentifynewopportunities.
• Developacompleteunderstandingofthecompany’sproductsandservicesportfoliotoalignappropriatesolutionswithclientneeds.

SkillsAndCompetencies:

• Demonstrateurgencyandasenseofpurpose.
• Anticipatechallenges,adapttosetbacks,andrespondwelltocoaching.
• Adaptcommunicationstyletoaudienceneedsandlistenactively.
• Leveragedataandinsightstosecuresupportandcommitment.
• Applycriticalthinkingtoanticipatechallenges,makedata-drivendecisions,andachievegoals.
• Pursuecontinuouslearningandembracediverseperspectives.
• Prioritizeworkeffectivelytoalignwithorganizationalgoalsandfollowstandardprocesses.
• Buildtrustthroughconsistency,reliability,andstrongrapport.

BusinessScope,Impact,StrategicContribution,AndTeamInteraction:

• Experiencedprofessional.Fullycompetentincoreelementsofrole.Independentlycompletesday-to-daytasksandsolvediverseproblems.
• Workondailytaskswithlimitedoversightandreceivegeneralinstructionfornewactivities.
• Developpositiveworkingrelationshipswithseniorteammembersindepartment.
• Decisionwillimpactdepartmentandpossiblyfunctionperformance.

ThoughtLeadership,Knowledge,AndExpertise:

• FullunderstandingofdomainandgrowingunderstandingofForresterandForrester’smarket.
• Usefieldandcompanyknowledgetoaddressarangeofissues.

Job Requirements:

• Abachelor’sdegree,preferred,butnotessential.
• Aminimumof12yearsofrelevant/consultativesalesexperience.
• Experienceinsellingbusinessservicestosenior/C-levelprofessionalsinahighlycompetitivemarketwouldbeanadvantage.
• Theabilityandwillingnesstomakecoldcallsandbookmeetings.
• Provenexperienceinasimilarrole,specificallywithnew-businessdevelopment,achievingquotagoals,andmanagingpersonalsalesstrategies.
• Effectivepresentation,organization,andtimemanagementskills.
• Afastlearnerwhoisateasewithtechnology.
• Excellentverbalandwrittencommunicationskills.

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%

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

We’re a network of knowledge and experience leading to richer, fuller careers. Here, we’re always learning. Whether you want to hone your strengths or discover new ones, Forrester is the place to go for it. It’s a place where everyone is given the tools, support, and runway they need to go far. We’ll be right there beside you, every step of the way.

Let’s be bold, together.

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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.

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