Dir, Sales

At Forrester, we’re trusted to work on trailblazing, mission critical problems that business and technology leaders face today. That’s why we’re always looking to empower talented individuals to perform at their best every single day. We’re proud of our community of smart people and vibrant voices who come together to do what’s right by our clients and each other. Our success is driven by curiosity, courage and customer obsession. The confidence and drive to be bold at work. Join us and build an extraordinary future.

About This Role:

You’ll lead a sales team of seven to eight people, responsible for renewing and growing relationships with clients. You will ensure each team member meets their monthly and quarterly activity, development, and bookings goals. Together with your team, you’ll drive sales for our products by collaborating with technology, customer experience, security, CMOs, and digital professionals. Sharing your goals and achievements together, you’ll help us meet our customer retention and growth targets by maximizing the sales team potential, crafting sales plans, and articulating those plans to the upper management.

Job Description:

• Achieve and overachieve overall team sales financial goals.

• Coach and motivate individual team members through real-time feedback and radical candor, conducting monthly ride-alongs and understanding individual ambitions and motivations.

• Develop a high-performing team culture, ensuring that each person is able to develop and maintain C-level relationships, develop a culture of success, and identify the skills and capabilities needed for the team to succeed.

• Own your success by developing and actioning your business plan to achieve business results that are tied to the overall sales strategy.

• Consistently evaluate team performance and conduct performance management, as appropriate.

• Prepare team members for current and future opportunities.

• Recruit, hire, onboard, and develop new team members for future growth.

• Analyze sales forecasts, pipelines, and data to determine appropriate actions to meet sales goals.

• Collaborate with other Forrester departments and sales teams to expand business.

• Utilize our CRM system (Salesforce) and sales methodology, FAST/IMPARTA and MEDDPICC.

• Lead by example and promote a positive attitude and environment.

• Provide guidance to your team throughout their strategic sales cycles by deeply understanding customers’ needs and demonstrating how Forrester can add value.

• Identify and make recommendations for improvement in the areas of process, efficiency, and productivity.

Job Requirements:

• A bachelor’s degree.

• Eight years of sales experience, with a minimum of two years in first-line sales management. Experience with new business sales and account management is a plus.

• Previous experience in selling to leaders (VP and C-level executives).

• Experience in selling to CIOs and IT organizations, with the ability to thrive in a team-selling environment.

• Financial services experience is required.

• A history of managing large accounts, achieving revenue goals, and managing sales strategies.

• The ability to consistently meet or exceed targets.

• A track record in designing and implementing tactical sales initiatives through data and empirical analysis.

• Strong, high-level relationship skills.

• Excellent verbal and written communication skills.

• High level of business acumen and understanding of how business leaders think.

• Excellent mentoring, coaching, and people management skills.

• Highly collaborative and able to motivate, build trust, and influence others.

• Strong prospecting, needs analysis, negotiating, and closing skills.

Please note that the base salary range indicated here is inclusive of all applicable US geographies listed in this requisition, with the exception of New York City. This salary range is based upon the position as described in the job listing. The offered compensation may vary within this range and is dependent upon the successful candidate’s primary work location, experience, training, education, and credentials.
 

Base salary range: $120,760.00- $197,030.00

Base salary range for New York City, NY: $138,874.00 – $226,585.00

For employees based in Washington State, the percentage listed here is an estimated commission target as a percentage of base salary, in accordance with the Forrester Global Sales Compensation plan. Individual and company performance, as well as other eligibility criteria, will determine the actual incentive amount.

Commission target: 66.67%

For information on benefits, please visit: https://forresterbenefits.com/

The application deadline is February 28, 2025.  Please refer to the job posting on Forrester.com careers page if the deadline has been extended

Explore #ForresterLife on:

Instagram

LinkedIn

Glassdoor

FLSA Status:

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 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.

Benefits at a Glance

Benefits at a Glance - Cambridge