Sr Account Executive

Forrester; Cambridge (MA); On-site; USD 86,000 - 129,000; Full time

Job summary

Forrester in Cambridge, MA seeks a seasoned sales professional to expand within Fortune-class accounts by engaging senior leaders and executives. You will drive value through a transparent consultative process, leveraging social channels, events, and networks to generate opportunities and close deals.

In this role, you’ll manage relationships with CIO/CSO-level stakeholders, maintain key metrics, and forecast accurately while gaining deep product understanding to articulate value.

Qualifications

• Five+ years of relevant/consultative sales experience.
• Experience selling to C-level professionals, including the CIO office.
• Ability to make cold calls and book meetings.
• Proven track record of achieving quota in a competitive market.
• Strong presentation, organization and time management skills.

Responsibilities

• Prospect and close new business within existing accounts.
• Sell primarily to senior management (director, C-level).
• Maintain weekly/daily metrics and meet quota.
• Produce accurate and timely forecasts.
• Develop understanding of all product offerings and Forrester value.
• Understand business and technology issues faced by clients.
• Collaborate with research teams to articulate value proposition.

Skills

Consultative selling

C-level engagement

Relationship building

Forecasting

Prospecting

Quota attainment

Cross-functional collaboration

Communication

Time management

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 expand our footprint within an 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 technology leaders 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 within existing account base.
• 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

• Experienced professional, fully competent in core elements of the role. Independently completes day-to-day tasks and solves diverse problems.
• Works on daily tasks with limited oversight and receives general instruction for new activities. Decisions will cause schedule delays for team or project.
• Develops positive working relationships with senior team members in the department.

Thought Leadership, Knowledge, And Expertise

• Full understanding of domain and growing understanding of company and market.
• Uses field and company knowledge to address a range of issues.

Job Requirements

• A bachelor’s degree is preferred, but not essential.
• A minimum of five years of relevant/consultative sales experience and demonstrated experience leveraging a SME during the selling cycle.
• Experience in building trust and selling business services to C-level professionals in a highly competitive market, specifically to the office of the CIO.
• 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.

This role offers a unique opportunity to work with some of the most influential brands in the high-tech industry and to grow as a sales professional.

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: $85,500 - $128,500

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

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

Non-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.

Benefits at a Glance

Benefits at a Glance - Cambridge