• Account Executive

    Job Locations US-VA-McLean
  • 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. 


    About This Role:

    This role is part of the government sales team and reports to the government sales director. The Account Executive has an assigned quota in the federal government territory that requires generating and closing new business within the assigned territory. He or she works to develop and execute a territory plan that balances both proactive and reactive lead generation. The Account Executive must be comfortable working with C-level executives and be able to demonstrate how Forrester will deliver value and assist the executives and their organizations to deliver on their missions.


    The Account Executive must conduct a needs analysis and demonstrate the value of Forrester to potential clients by addressing critical business and mission issues.


    • Achieve a new-business sales quota in the assigned territory.
    • Prospect and close appropriate accounts from a list of approximately five named accounts.
    • Develop and close business independently by developing interest from IT and business organizations.  
    • Sell to senior roles within the prospect’s IT and business organization across various functions within the organization.
    • Maintain an appropriate sales pipeline to achieve quota, and keep the pipeline updated in Salesforce.
    • Produce accurate and timely forecasts.
    • Understand the changing business and technology issues and needs that our clients and potential clients face.


    • Excellent verbal and written communication skills.
    • The ability to make cold calls (an average of 40 per day).
    • Excellent organization and time management skills
    • Proven business acumen that translates to accomplished skills to work with senior executives.
    • Proven ability to successfully navigate complex organizations and drive demand.
    • Five or more years of proven sales success, preferably selling to the state, local, or federal government.
    • Travel to the McLean, Virginia office (if based outside the DC, Va., Md. area).
    • Frequent travel to DC, Md., and Va. (if based outside the DC area).



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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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