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About this Role:
The Sales Manager leads a team of seven to eight individual sales professionals and ensures that each team member's activity, development, and bookings goals are planned and met on a monthly and quarterly basis. The Sales Manager ultimately drives sales by focusing the team on large enterprise B2B accounts from verticals such as Oil & Gas, Utility, Manufacturing, Transportation and Logistics, Construction and Business Services. This individual drives the sales activity for Forrester's products into target client companies by partnering with marketing and business technology professionals.
Job Description
- Achieve overall team sales goals.
- Coach and motivate individual team members.
- Develop team members for current and future opportunities.
- Hire and develop new team members for future growth.
- Analyze sales forecasts, pipelines, and data.
- Collaborate with other Forrester departments and sales teams to enrich business.
- Maintain the proper product mix ratio.
- Utilize Forrester’s CRM system (Salesforce) 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.
- Make presentations to clients and prospective clients regarding Forrester’s products and services. Assist with presentations when necessary.
- Manage the region as a business with appropriate expense and budget controls.
- Travel with the sales reps for coaching opportunities as well as client engagement and feedback.
Job Requirements
- A bachelor’s degree.
- Eight years of sales experience, with a minimum of three years of first-line sales management experience.
- Proven experience 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 grasp and absorb new concepts quickly (such as rapid advancements in the business technology industry).
- 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. 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: $110,500 - $165,500
For employees based in Washington State, the percentage listed here is an estimated bonus target as a percentage of base salary, in accordance with the Forrester Sales Global Compensation plan. Individual and company performance, as well as other eligibility criteria, will determine the actual incentive amount.
Variable target: 67%
For information on benefits, please visit: https://forresterbenefits.com/
The application deadline is September 30, 2026. Please refer to the job posting on Forrester.com careers page if the deadline has been extended.
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Let’s be bold, together.
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FLSA Status:
Exempt
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 [email protected].
Forrester Research, Inc. is an Equal Employment Opportunity Employer. As a federal contractor, Forrester encourages veterans and individuals with disabilities to apply for employment.
Benefits at a Glance
Benefits at a Glance - Cambridge
Skills Required
- Bachelor's degree
- Eight years of sales experience
- Minimum three years of first-line sales management experience
- Proven experience managing large accounts and achieving revenue goals
- Experience managing sales strategies and maintaining proper product mix
- Strong track record in sales target attainment and team development
- High-level relationship and client-facing presentation skills
- Demonstrated success designing and implementing tactical sales initiatives using data and analysis
- Coaching and mentoring skills; ability to develop team members
- Strong prospecting, needs analysis, negotiating, and closing skills
- Experience using CRM (Salesforce) and formal sales methodology
What We Do
Forrester is one of the most influential research and advisory firms in the world. We help business and technology leaders use customer obsession to accelerate growth by putting their customers at the center of their leadership, strategy, and operations. Through Forrester’s proprietary research, consulting, and events, leaders from around the globe are empowered to be bold at work — to navigate change and chart new paths. Our unique insights are grounded in annual surveys of more than 675,000 consumers, business leaders, and technology leaders worldwide; rigorous and objective methodologies, including Forrester Wave™ evaluations; over 52 million real-time feedback votes; and the shared wisdom of our clients
