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About This Role:

The Chief Sales Officer (CSO) will lead Forrester’s sales team and be responsible for Forrester’s go-to-market strategy. This role will drive growth in contract value while refining internal processes and metrics to ensure operational excellence. Reporting to the CEO, the CSO will manage, plan, and forecast the business, build and coach the sales team, and deepen relationships with Forrester’s customers. The CSO should be a natural seller, able to lead by example, from the field.

Job Description:

Lead the business (achieve goals), lead people (engender followers), and provide thought leadership (be able to articulate Forrester’s research to prospects and clients).
Lead the worldwide sales team, increasing the capability of the organization to successfully sell in an evolving market.
Ensure that sales inputs (including activities and pipelines) are sufficient to generate planned sales outputs.
Ensure that the right team, strategy, and tactical approach is in place to maximize the company’s commercial footprint on a global basis.
Craft and execute a go-to-market strategy for Forrester that captures cross-sell and upsell objectives in a complex customer base, perpetuating the company’s growth in customer contract value.
Continually refine and execute retention best practices within sales and across the ecosystem.
Contribute to success with major accounts by driving a culture of successful account management, including nurturing executive relationships.
Implement required sales processes and metrics to improve overall field efficiency and forecasting capabilities.
Provide overall operational sales direction to the company and leadership of the sales organization to achieve superior levels of performance measured by growth in contract value, lower customer acquisition costs, improved operating margins, and improved go-to-market and sales operational processes.
Attract, develop, and retain a world-class team, ensuring that they operate and assimilate into the Forrester culture.
Implement and understand key performance indicators, both operational and financial, holding team members accountable for results.
Align with peers on the leadership team to drive Forrester performance and excellence.
Build enduring and trust-based internal relationships and operate in a collegial, nimble way in a low-hierarchy culture. Lead by personal example, reflecting Forrester’s company values and team-oriented consensus-building approach.

Job Requirements:

We are seeking candidates with a bachelor’s degree, 20+ years of B2B sales experience, including 10+ years in sales leadership — in ARR and contract value business models such as those found in information services. Successful candidates will have a strong track record of leading through change, strategic planning, and driving revenue growth. They are natural sellers, who have a passion for sales and want to lead from the field — showing, not telling. This role requires a strategic thinker and results-oriented leader who thrives in a fast-paced environment, consistently delivering exceptional results while fostering collaboration and driving cultural excellence.

Driving Results:

Proven ability to identify new business opportunities, capitalize on them, and drive revenue growth as well as other key business metrics.
Demonstrated success in setting ambitious yet achievable goals for both self and team, aligned with organizational objectives.
Expertise in cross-selling and upselling within an existing customer base, while also acquiring new clients and consistently exceeding business development targets.
Deep experience in leveraging data to influence decision-making, and using data day-to-day to inform the operations of the sales organization.

Leadership Excellence:

An inspiring, approachable leader who leads by example, motivates teams, holds them accountable, and demonstrates a high level of emotional intelligence (EQ).
Strong executive presence with confidence (without arrogance), passion, and high energy to drive success.
Exceptional track record and ability to recruit, integrate, and retain top talent, fostering a high-performance culture and developing team members. Proven ability to develop a leadership bench.
Demonstrates values-driven leadership with impeccable integrity and commitment to moral and legal business standards and practices.

Collaboration And Influence:

Proven ability to collaborate effectively with peers in the senior leadership team, fostering a shared decision-making process where needed and able to influence where needed.
Skilled in building relationships with key stakeholders and internal teams, leveraging these connections to achieve and exceed objectives.
Adept at identifying opportunities to strengthen internal partnerships to drive mutual success across the organization.

The base salary range for this position in Massachusetts is listed below. 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 experience, training, education, and credentials.

Base salary range: $378,000 - $430,000

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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.

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 accommodationrequest@forrester.com .

Forrester Research, Inc. is an Equal Employment Opportunity Employer. As a federal contractor, Forrester encourages veterans and individuals with disabilities to apply for employment.

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