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:
Forrester’s Sales Manager leads a sales team of seven to eight people responsible for capturing new accounts in the state and local government and higher education (SLED) market. This role ensures each team member meets their monthly and quarterly activity, development, and bookings goals. This individual drives sales for our products by collaborating with technology, customer experience, security, customer insights, and data analytics professionals. Success in this position entails meeting Forrester’s growth targets by maximizing the sales team potential, crafting sales plans, and articulating those to plans to the upper management.
Job Description:
- Achieve overall team sales goals.
- Coach and motivate individual team members.
- Develop a high-performing team culture.
- 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.
- Lead by example. Promote a positive attitude and environment.
- Support reps in preparing and presenting to prospective clients of Forrester’s products and services.
- Manage the region as a business with appropriate expense and budget controls.
- Assist your team throughout their strategic sales cycles. Understand customers’ needs, and demonstrate how Forrester can add value.
- Participate in client-facing sales meetings. Provide coaching opportunities for reps as well as client engagement and feedback.
- Partner with sales leadership to further define a successful, repeatable sales process.
- Receive sales leadership coaching to ensure alignment to overall high-tech team strategy.
- Identify and implement best practices in process, efficiency, and productivity.
Job Requirements:
- A bachelor’s degree.
- Eight years of sales experience with at least two years in first-line sales management.
- Success in handling large accounts, achieving revenue goals, and managing sales strategies.
- Previous experience as a sales representative or sales manager consistently meeting or exceeding targets.
- A track record in designing and implementing tactical sales initiatives through data and empirical analysis.
- The ability to build rapport; excellent verbal and written communication; and stellar mentoring, coaching, and people management skills.
- High-level business acumen and an understanding of how government leaders think.
- History of selling to leaders (VP and C-level executives); the ability to thrive in a team-selling environment.
- A collaborative fast learner who is able to motivate others with their 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 Employee Bonus plan. Individual and company performance, as well as other eligibility criteria, will determine the actual incentive amount.
Bonus target: 66.67%
For information on benefits, please visit: https://forresterbenefits.com/
The application deadline is November 30, 2025. Please refer to the job posting on Forrester.com careers page if the deadline has been extended.
We’re a network of knowledge and experience leading to richer, fuller careers. Here, we’re always learning. Whether you want to hone your strengths or discover new ones, Forrester is the place to go for it. It’s a place where everyone is given the tools, support, and runway they need to go far. We’ll be right there beside you, every step of the way.
Let’s be bold, together.
Explore #ForresterLife on:
Glassdoor
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
Top Skills
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
