• Senior Account Executive

    Job Locations US-VA-McLean | US-NY-New York | US-TN-Nashville | US-MA-Cambridge
  • 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:

    We are looking for a top-producing sales professional who can assist us in growing our account base in the US federal government. A senior account executive who has prior experience selling business and consultative services to senior-level government executives, and/or technology leaders (e.g., CIOs and executive-level leaders) in a highly competitive market would be an advantage. She or he must excel at finding and closing new business, developing and building on current relationships at the executive level, and commanding presence with their strong business acumen. She/he works to develop and execute a territory plan that balances both proactive and reactive lead generation. The Senior Account Executive must be able to demonstrate how Forrester will deliver value and assist executives and their organizations to deliver on their missions. Success in this position requires a transparent and repeatable sales process.

    The Senior Account Executive must meet her or his quota on a monthly and quarterly basis, which will require upselling and cross-selling to existing clients as well significant prospecting efforts within client accounts to generate a consistent new pipeline. The Senior Account Executive will have the opportunity to demonstrate Forrester's capabilities and business fit to top government executives on a daily basis. This position requires travel as needed.


    • Prospect and close appropriate new business prospects from a list. Sell primarily to senior management (program/mission leaders) at prospect accounts.
    • Maintain the minimum weekly/daily metrics for the role and an appropriate sales pipeline of five times to eight times quota.
    • Produce accurate and timely forecasts.
    • Understand client organizations’ structure, business needs, and mission objectives to align and propose appropriate services. 
    • Quickly develop a complete understanding of Forrester's full array of product offerings, with some emphasis on custom deliverables.
    • Translate product and solutions into positive business outcomes. 
    • Understand the changing business and technology issues and needs that our potential clients face.
    • Work with vertical and horizontal research teams to better understand the Forrester value proposition for prospects.


    • A bachelor’s degree.
    • Five to 10 years of proven sales success in new business or consultative selling.
    • The ability and willingness to make cold calls and book meetings.
    • Proven experience in a similar role, specifically with developing new business, achieving quota goals, and managing personal sales strategies.
    • Effective presentation, organization, and time management skills.
    • Someone who is highly organized and can consistently manage a large pipeline of prospects.
    • Someone with a well-thought-out and proven process to move opportunities through the sales process.
    • A team player.
    • A fast learner who is at ease with technology.
    • Excellent verbal and written communication skills.
    • Travel 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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