• Account Director, Exec Lead

    Job Locations US-CA-San Francisco
  • 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:

    The role of the Account Director — Executive Team Lead, Premier Accounts is to strengthen existing executive-level client relationships; develop net new business opportunities within a portfolio of Forrester’s largest global accounts; manage a team of highly talented senior account managers; and achieve aggressive quarterly, semi-annual, and annual revenue targets.


    This role is also responsible for developing and executing a global account strategy by partnering with dedicated Forrester sellers in Europe and Asia Pacific as well as Forrester partner sellers around the world.


    The Account Director will also be responsible for quickly ramping new account managers within an expanded territory.


    • Generate incremental revenues from an existing client base by selling net new Forrester solutions and growing existing relationships.
    • Maintain an appropriate weekly rolling sales pipeline to achieve aggressive account enrichment and new business targets.
    • Leverage Forrester’s CRM system to forecast accurately and maintain account activities and goals.
    • Develop strong strategic relationships with executive-level clients.
    • Use analytical skills to understand our clients’ changing business and technology issues and needs.
    • Work strategically to develop and execute global account plans that position Forrester as a strategic resource.
    • Communicate professionally to both internal and external audiences.
    • Achieve increased quarterly growth and renewal targets, taking into account additional headcount.
    • Develop and execute account strategy for new increased territory.
    • Recruit, develop, and coach additional headcount in line with Forrester leadership expectations for people leaders, thought leaders, and business leaders.
    • Motivate and inspire existing account managers to exceed their quotas on a quarterly and annual basis.


    • A bachelor’s degree or equivalent experience.
    • Eight-plus years of experience managing Fortune 500 client relationships, achieving new business revenue goals, and managing personal sales strategies.
    • Five years of management experience.
    • The ability to develop and maintain executive-level relationships.
    • A track record of consistent quota achievement.
    • Strong presentation and meeting facilitation skills.
    • Experience in selling to technology firms is a plus.
    • Someone who is high energy, a team player, a fast learner, and at ease with technology.
    • Experience managing relationships across multiple geographies.
    • The ability to travel as necessary.



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    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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