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.

This role focuses on driving new business within the Department of War (DoW) and requires a strong command of DoW procurement processes, contracting pathways, and budgeting cycles. Success in this position depends on the ability to build and expand relationships across defense stakeholders, identify net-new opportunities, and move deals through complex, multi-phase sales cycles.

The ideal candidate brings a proven track record of originating and closing new business within federal agencies, with direct experience in the DoW. They should have an established network of contacts across defense organizations and a demonstrated ability to open doors, shape early-stage opportunities, and align solutions to mission priorities.

Job Description:

• 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.

Skills And Competencies:

• 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.

Business Scope, Impact, Strategic Contribution, And Team Interaction:

• The ability to manage and complete complex and diverse tasks independently, with limited oversight, especially those related to area of specialization.
• Builds relationships with key contacts outside of own domain.
• Decisions may impact team or department performance.
• Typically develops expertise in specific focus area.

Thought Leadership, Knowledge, And Expertise:

• Significant experience in the field and/or at Forrester.
• Employs domain expertise to identify creative solutions to complex issues.

Job Requirements:

• A bachelor's degree is preferred, but not essential.
• A minimum of eight years of relevant/consultative sales experience.
• Experience in selling business services to C-level professionals in a highly competitive market would be an advantage.
• 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.
• Demonstrated success in new business development within the Department of War (DoW): Proven ability to identify, pursue, and close net-new opportunities, with a strong understanding of DoW procurement processes, contracting pathways, and budget cycles.

• Established defense network and strategic relationship management: Strong existing relationships across DoW stakeholders, with the ability to open doors, build trust, and navigate complex, multi-stage federal sales cycles from early-stage opportunity shaping through close.

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: $118,000 - $177,500

The application deadline is August 30, 2026. Please refer to the job posting on Forrester.com careers page if the deadline has been extended.

#LI-ML1

FLSA Status:
Exempt

Benefits at a Glance

Benefits at a Glance - Cambridge