• Sales Director

    Job Locations CA-Toronto
  • Overview

    Fuel your intellectual curiosity and professional growth. Forrester is an idea company, where smart, motivated, curious people bring a diversity of opinions and the courage of their convictions to collaborate on ideas that change the course of business. Most of all, bring a point of view; here, every voice has value. At Forrester, you’ll work with innovative clients at emerging and established brands; these are the business and technology leaders we inspire and who inspire us. The Forrester experience is built on a singular, powerful purpose: to challenge thinking and lead change.



    About this Role:

    Forrester is looking for a sales leader who excels at people, business, and thought leadership. The Sales Director leads a team of six to eight individual sales professionals and drives team success by guiding the creation and execution of team members’ strategic account plans. This individual will ensure that each team member's activity, skills development, and bookings goals are planned and met on a monthly, quarterly, and annual basis. The Sales Director will focus the team on serving, retaining, and growing Forrester’s largest accounts with substantial growth potential and on developing the strategic selling skills of the team. This individual enables team success through creating and maintaining a collaborative, winning team culture; continuously coaching team members; managing his/her business effectively; and being involved in key meetings with clients.


    • Achieve overall team sales goals.
    • Coach and motivate individual team members. 
    • Develop team members for current and future opportunities.
    • Leverage art and science to forecast accurately on a monthly and quarterly basis.
    • Hire and develop new team members for future growth.
    • Analyze sales forecasts and pipelines.
    • Collaborate with other Forrester departments and sales teams to enrich business.
    • Maintain a proper product mix ratio.
    • Lead team members in the adoption of new skills (e.g., social selling). 
    • Utilize the Forrester CRM system, data, and sales methodology.
    • Act as a role model and leader within the sales organization. Promote a can-do culture and positive environment, advise reps on accounts, answer questions, and provide assistance when necessary.
    • Assist, when necessary, with presentations to clients and prospective clients.
    • Manage the region as a business with appropriate expense and budget controls. 
    • Coach and train reps on new products, systems, and strategy.


    • A bachelor’s degree.
    • Ten years of sales experience, with a minimum of five years of first-line sales management experience.
    • Executive presence.
    • Proven experience managing large accounts, achieving revenue goals, and managing sales strategies.
    • A strong track record of sales management in both sales target attainment and people/team development.
    • Strong high-level relationship skills.
    • Demonstrated success in designing and implementing tactical sales initiatives through data and empirical analysis.
    • The ability to thrive in a team selling environment.
    • Coaching and mentoring skills.
    • The ability to travel to local and regional client accounts with sales reps as needed.

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    FLSA Status:



    Forrester Research, Inc. is an Equal Opportunity/Affirmative Action Employer that is committed to equal employment opportunity for all qualified individuals without regard to race, color, religion, national origin, ancestry, sex, age, disability, sexual orientation, gender identity and expression, marital status, genetic information, military service, veteran status, or any other status protected by applicable law. Minorities, Women, Individuals with Disabilities, and Veterans are especially encouraged to apply.


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