📌 Core Information
🔹 Job Title: Account Director
🔹 Company: Forrester
🔹 Location: Texas, United States (Remote)
🔹 Job Type: Full-Time
🔹 Category: Research Services
🔹 Date Posted: May 27, 2025
🔹 Experience Level: 10+ years
🔹 Remote Status: Remote (Texas)
🚀 Job Overview
Key aspects of this role include:
- Building and maintaining relationships with senior management clients
- Leveraging Forrester's research to sell and deliver client solutions
- Uncovering key business initiatives and engaging new cross-functional buying centers
- Developing sales opportunities to increase contract value and customer retention
ASSUMPTION: This role requires a high level of autonomy and strategic thinking to navigate complex client relationships and drive growth.
📋 Key Responsibilities
✅ Partner with senior management clients as a trusted business advisor, leveraging Forrester's research to sell and deliver client solutions
✅ Collaborate with industry analysts and the ecosystem to sell and deliver prescriptive client solutions
✅ Maintain the minimum weekly/daily metrics and ensure quota is met
✅ Produce accurate and timely forecasts
✅ Uncover key business initiatives and engage new cross-functional buying centers
✅ Develop sales opportunities to increase contract value and customer retention
✅ Maintain and build relationships with executive-level contacts to understand their business needs and identify new opportunities
✅ Develop a complete understanding of Forrester's products and services portfolio to align appropriate solutions with client needs
ASSUMPTION: This role requires a strong understanding of the client's business and industry trends to provide valuable insights and solutions.
🎯 Required Qualifications
Education: Bachelor’s degree preferred
Experience: At least eight years of relevant/consultative sales experience, with significant experience in the field and/or at Forrester
Required Skills:
- Proven experience in new-business development, achieving quota goals, and managing personal sales strategies
- Effective presentation, organization, and time management skills
- Excellent verbal and written communication skills
- Ability and willingness to make cold calls and book meetings
- Fast learner who is at ease with technology
Preferred Skills:
- Experience selling business services to C-level professionals in a highly competitive market
- Experience at the State & Local level
ASSUMPTION: Candidates with experience in consultative sales and a strong understanding of the research industry will be well-suited for this role.
💰 Compensation & Benefits
Salary Range: $120,000 - $160,000 per year (Based on industry standards for a Senior Sales role in the United States)
Benefits:
- Health, dental, and vision insurance
- 401(k) plan with company match
- Generous PTO and holiday schedule
- Employee assistance program
- Tuition reimbursement and professional development opportunities
Working Hours: Full-time, with a flexible schedule and the ability to work remotely
ASSUMPTION: The salary range provided is an estimate based on industry standards for a Senior Sales role in the United States. Actual compensation may vary based on experience, skills, and other factors.
📌 Applicant Insights
🔍 Company Context
Industry: Forrester is a leading global research and advisory firm that helps businesses use customer obsession to accelerate growth. They provide insights, advice, and tools to support leaders across technology, customer experience, digital, marketing, sales, and product functions.
Company Size: Forrester has 1,001-5,000 employees, providing a mid-sized company environment with ample opportunities for growth and collaboration.
Founded: Forrester was founded in 1983 and has since grown into a global organization with offices in multiple countries.
Company Description:
- Forrester empowers leaders to be bold at work by providing insights and advice to navigate change and put customers at the center of their leadership, strategy, and operations
- The company's unique insights are grounded in annual surveys of more than 700,000 consumers, business leaders, and technology leaders worldwide
- Forrester's research methodologies include Forrester Wave™ evaluations, more than 100 million real-time feedback votes, and the shared wisdom of their clients
Company Specialties:
- Research and advisory services
- Customer experience
- Digital transformation
- Marketing and sales strategy
- Product development and innovation
Company Website: Forrester.com
ASSUMPTION: Forrester's focus on customer obsession and providing valuable insights to its clients makes it an attractive employer for candidates interested in the research and advisory industry.
📊 Role Analysis
Career Level: This role is at the senior level, requiring a high degree of autonomy and strategic thinking
Reporting Structure: The Account Director reports directly to the Vice President of Sales
Work Arrangement: This role is remote, with the ability to work from anywhere in Texas
Growth Opportunities:
- Progression to a Vice President or Director role within the sales organization
- Expansion into other areas of the business, such as research or consulting
- Development of expertise in a specific industry or functional area
ASSUMPTION: This role offers significant opportunities for growth and development within the sales organization and the broader research and advisory industry.
🌍 Location & Work Environment
Office Type: Remote (with the option to work from any of Forrester's global offices)
Office Location(s): Texas, United States (with the option to work from any of Forrester's global offices)
Geographic Context:
- Texas is a large state in the southern United States, with a diverse economy and a strong job market
- The remote work arrangement allows for flexibility and the ability to work from anywhere in the state
- Forrester's global presence provides opportunities for international travel and collaboration
Work Schedule: Full-time, with a flexible schedule and the ability to work remotely
ASSUMPTION: The remote work arrangement and flexible schedule provide a high degree of autonomy and work-life balance for the successful candidate.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with the hiring manager
- In-depth behavioral and situational interviews with the sales team
- Final interview with the Vice President of Sales
Key Assessment Areas:
- Sales skills and experience
- Client relationship management
- Strategic thinking and problem-solving
- Communication and presentation skills
Application Tips:
- Highlight relevant sales experience and achievements in your resume
- Tailor your cover letter to demonstrate your understanding of Forrester's business and the role's requirements
- Prepare examples of successful client relationships and sales strategies
ATS Keywords: Sales, consultative selling, client relationship management, strategic thinking, problem-solving, communication, presentation, remote work, Texas
ASSUMPTION: The interview process will focus on assessing the candidate's sales skills, experience, and cultural fit with Forrester's organization.
🛠️ Tools & Technologies
- CRM software (e.g., Salesforce)
- Sales enablement tools (e.g., Seismic, Showpad)
- Video conferencing and collaboration tools (e.g., Zoom, Microsoft Teams)
ASSUMPTION: The successful candidate will be comfortable using various sales and collaboration tools to manage client relationships and drive growth.
👔 Cultural Fit Considerations
Company Values:
- Customer obsession
- Bold at work
- One Forrester
- Inspire and be inspired
- Act with integrity
Work Style:
- Collaborative and team-oriented
- Results-driven and accountable
- Adaptable and resilient
- Innovative and curious
Self-Assessment Questions:
- How do you demonstrate customer obsession in your sales approach?
- Can you provide an example of a time when you were bold at work and drove significant results?
- How do you balance working independently with collaborating effectively with a team?
ASSUMPTION: Forrester values candidates who align with their customer-centric culture and demonstrate a strong work ethic and commitment to driving results.
⚠️ Potential Challenges
- Managing a large portfolio of complex client relationships
- Navigating a competitive sales environment
- Balancing the demands of remote work and maintaining a healthy work-life balance
- Keeping up with the latest research and industry trends to provide valuable insights to clients
ASSUMPTION: The successful candidate will be able to overcome these challenges by leveraging their strong sales skills, strategic thinking, and commitment to customer obsession.
📈 Similar Roles Comparison
- Compared to other senior sales roles, this position requires a higher degree of autonomy and strategic thinking
- Forrester's focus on customer obsession differentiates it from other research and advisory firms
- This role offers significant opportunities for growth and development within the sales organization and the broader research and advisory industry
ASSUMPTION: Candidates should consider their career goals and preferences when comparing this role to other senior sales opportunities in the industry.
📝 Sample Projects
- Developing a strategic account plan for a Fortune 500 client
- Leveraging Forrester's research to create a customized solution for a client's unique business challenge
- Collaborating with industry analysts to deliver a thought leadership presentation to a client's executive team
ASSUMPTION: These sample projects demonstrate the strategic and consultative nature of the Account Director role at Forrester.
❓ Key Questions to Ask During Interview
- How does Forrester support the growth and development of its sales team?
- Can you describe the company's approach to client relationship management and account penetration strategies?
- How does Forrester's research and insights drive its sales and consulting efforts?
- What are the key priorities for this role in the first 90 days?
- How does Forrester foster a culture of collaboration and innovation within its sales team?
ASSUMPTION: Asking these questions will help the candidate better understand the role's requirements, the company's culture, and the opportunities for growth and development.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume to highlight relevant sales experience and achievements
- Write a cover letter that demonstrates your understanding of Forrester's business and the role's requirements
- Prepare examples of successful client relationships and sales strategies
- Follow up with the hiring manager one week after submitting your application to express your interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
