Sr Dir, Sales

Forrester Research•Cambridge, MA

1d•Hybrid

About The Position

Forrester is seeking a sales leader who excels in people, business, and thought leadership. This Senior Sales Director will lead a team of six to eight individual sales professionals, guiding them in the creation and execution of strategic account plans to ensure monthly, quarterly, and annual activity, skills development, and bookings goals are met. The role focuses on serving, retaining, and growing accounts within large Fortune 1000 companies, particularly those with substantial growth potential, and on developing the strategic selling skills of the team. Success in this position is achieved by fostering a collaborative and winning team culture, providing continuous coaching, effectively managing the business, and actively participating in key client meetings.

Requirements

A bachelor’s degree.
Experience selling into financial service/banking.
Fifteen years of sales experience, with a minimum of five years of first-line sales management experience.
Executive presence.
Proven experience in managing large accounts, achieving revenue goals, and managing sales strategies.
A strong track record of sales management in both sales target attainment and people/team development.
Strong high-level relationship skills.
Demonstrated success in designing and implementing tactical sales initiatives through data and empirical analysis.
The ability to thrive in a team selling environment.
Coaching and mentoring skills.
The ability to travel to local and regional client accounts with sales reps as needed.

Responsibilities

Achieve overall team sales goals.
Coach and motivate individual team members.
Develop team members for current and future opportunities.
Leverage art and science to forecast accurately on a monthly and quarterly basis.
Hire and develop new team members for future growth.
Analyze sales forecasts and pipelines.
Collaborate with other Forrester departments and sales teams to enrich business.
Maintain a proper product mix ratio.
Lead team members in adopting new skills (e.g., social selling).
Utilize the Forrester CRM system, data, and sales methodology.
Act as a role model and leader within the sales organization.
Promote a “can do” culture and positive environment, advise reps on accounts, answer questions, and provide assistance when necessary.
Assist, when necessary, with presentations to clients and prospective clients.
Manage the region as a business with appropriate expense and budget controls.
Coach and train reps on new products, systems, and strategy.