Sr Account Executive

About This Role
We’re seeking a highly motivated sales professional with a passion for building relationships and delivering value to clients. Using your curiosity and entrepreneurial mindset, you’ll help expand our existing account base of Fortune-class companies by engaging with senior leaders and executives. With a transparent and repeatable consultative sales process, you’ll achieve impactful outcomes through creative prospecting — leveraging tools like social media, industry events, and personal connections. Along the way, you’ll enjoy the opportunity to drive your professional and financial growth.

In this role, you’ll work closely with top executives and their teams, gaining a deep understanding of their challenges and demonstrating how Forrester can support their mission. To succeed, you’ll rely on your ability to build trust, foster relationships, and communicate effectively.

Job Description

Prospect and close appropriate new business prospects from a list based on a specific geography or vertical industry.

Sell primarily to senior management (director, C-level) at prospect accounts.

Maintain the minimum weekly/daily metrics, and ensure quota is met.

Produce accurate and timely forecasts.

Develop a complete understanding of all our product offerings.

Understand the changing business and technology issues that our potential clients face.

Work with vertical and horizontal research teams to better understand the Forrester value proposition for our prospects.

Skills & Competencies

Demonstrates urgency, high energy, and a sense of purpose.

Anticipates challenges, adapts to setbacks, and responds well to coaching.

Adapts communication style to audience needs and listens actively.

Owns decisions, actions, and challenges, actively working to overcome obstacles.

Leverages data and insights to secure support and commitment.

Applies critical thinking to anticipate challenges, make data-driven decisions, and achieve goals.

Pursues continuous learning and embraces diverse perspectives.

Prioritizes work effectively to align with organizational goals and follows standard processes.

Builds trust through consistency, reliability, and strong rapport.

Business Scope, Impact, Strategic Contribution, and Team Interaction

Experienced professional, fully competent in core elements of the role. Independently completes day-to-day tasks and solves diverse problems.

Works on daily tasks with limited oversight and receives general instruction for new activities. Decisions will cause schedule delays for team or project.

Develops positive working relationships with senior team members in the department.

Thought Leadership, Knowledge, and Expertise

Full understanding of domain and growing understanding of company and market.

Uses field and company knowledge to address a range of issues.

Job Requirements

A bachelor’s degree is preferred, but not essential.

A minimum of five years of relevant/consultative sales experience.

Experience in selling business services to C-level professionals in a highly competitive market would be an advantage.

The ability and willingness to make cold calls and book meetings.

Proven experience in a similar role, specifically with new business development, achieving quota goals, and managing personal sales strategies.

Effective presentation, organization, and time management skills.

A team player.

A fast learner who is at ease with technology.

Excellent verbal and written communication skills.

Base Salary Range
$85,500 - $128,500

Benefits
Benefits at a Glance - Cambridge

Equal Employment Opportunity
Here at Forrester, we welcome people from all backgrounds and perspectives. Our aim is for all candidates to be able to fully participate in Forrester’s recruitment process. If you would like to discuss a reasonable accommodation, please reach out to accommodationrequest@forrester.com. Forrester Research, Inc. is an Equal Employment Opportunity Employer. As a federal contractor, Forrester encourages veterans and individuals with disabilities to apply for employment.

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