Head of Sales Management

At Forrester, we're trusted to work on trailblazing, mission critical problems that business and technology leaders face today. 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 Sales Manager leads a team of eight to 11 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 small to midsize technology vendor accounts and by developing the strategic selling skills of the team. This individual drives the sales activity for Forrester's products into target client companies by partnering with marketing and business technology professionals.
Achieve overall team sales goals.
Analyze sales forecasts, pipelines, and data.
Collaborate with other Forrester departments and sales teams to enrich business.
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.
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.
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.
Demonstrated success in designing and implementing tactical sales initiatives through data and empirical analysis.
Coaching and mentoring skills.
Strong prospecting, needs analysis, negotiating, and closing skills.
The offered compensation may vary within this range and is dependent upon the successful candidate's primary work location, experience, training, education, and credentials.
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 performance, as well as other eligibility criteria, will determine the actual incentive amount.
Variable target: The application deadline is July 31, 2026. We're a network of knowledge and experience leading to richer, fuller careers. It's a place where everyone is given the tools, support, and runway they need to go far. LinkedIn
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