Enterprise Account Executive

Forrester•Washington, DC

3d•Onsite

About The Position

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: 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. The ideal candidate is a sales professional with prior federal civilian experience who thrives in on‑site environments and enjoys engaging directly with prospective clients. This individual must be able to connect the dots between agency initiatives and how Forrester’s technology research can support their mission needs both today and in the future.

Requirements

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

Nice To Haves

A bachelor’s degree is preferred, but not essential.
Experience in selling business services to C-level professionals in a highly competitive market would be an advantage.
Experience selling market research or IT advisory services preferred.

Responsibilities

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.