Sr Account Director

At Forrester, we’re trusted to work on trailblazing, mission-critical problems that business and technology leaders face today. We empower talented individuals to perform at their best every day, fostering a community of smart, vibrant voices united by curiosity, courage, and customer obsession. Our success is driven by those who bring confidence and boldness to their work.

About the 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, you will pursue growth opportunities by engaging with senior leaders and executives at Fortune-class companies. Through a transparent and repeatable consultative sales process, you will achieve impactful outcomes by creating and orchestrating account penetration strategies. You will anticipate client needs, understand their drivers of success, challenge their thinking, and provide highly valued business insights to help them win, serve, and retain customers. This role offers the opportunity to drive both professional and financial growth.

Responsibilities

• Partner with senior management (director, C-level) clients as a trusted business advisor by leveraging Forrester’s research on emerging technologies and customer experience.
• Collaborate with industry analysts and the ecosystem to sell and deliver prescriptive client solutions.
• Maintain 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 Forrester’s products and services portfolio to align appropriate solutions with client needs.

Requirements

• A bachelor’s degree (preferred, but not essential).
• A minimum of 12 years of relevant/consultative sales experience.
• Experience selling business services to senior/C-level professionals in a highly competitive market (advantageous).
• Ability and willingness to make cold calls and book meetings.
• Proven experience in new-business development, achieving quota goals, and managing personal sales strategies.
• Effective presentation, organization, and time management skills.
• Comfort with technology and a fast-learning mindset.
• Excellent verbal and written communication skills.

Skills

• 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.

Scope and Impact

This is an experienced professional role where you will be fully competent in the core elements of the position. You will independently complete day-to-day tasks and solve diverse problems with limited oversight, receiving general instruction for new activities. Your decisions will impact departmental and potentially functional performance. You will develop positive working relationships with senior team members and contribute to thought leadership with a full understanding of your domain and growing knowledge of Forrester’s market.

Pay

Base salary range: $130,000 – $195,000 (inclusive of all applicable U.S. geographies listed in this requisition). The offered compensation may vary within this range based on the successful candidate’s primary work location, experience, training, education, and credentials. For employees based in Washington State, the variable target is an estimated 67% of base salary, in accordance with Forrester’s Sales Global Compensation plan. Individual and company performance, as well as other eligibility criteria, will determine the actual incentive amount.