Sales Manager

State & Local Government Sales Manager

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: The State & Local Government Sales Manager leads a sales team of seven to eight people and is responsible for renewing and growing relationships with clients. This individual ensures each team member meets their monthly and quarterly activity, development, and bookings goals. The successful candidate will help the team drive sales for our products by collaborating with technology, customer experience, security, customer insights, and data analytic professionals. Sharing goals and achievements together, the Sales Manager will help us meet our customer retention and growth targets by maximizing the sales team potential, crafting sales plans, and articulating those to plans to the upper management. Ideal candidates possess grit, energy, business analysis skills, and a commitment to outperforming their goals.

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 and promote a positive attitude and environment.
• Support reps with preparation and assist with presenting to prospective and existing 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 by deeply understanding customers' needs and demonstrating how Forrester can add value.
• Participate in client-facing sales meetings in order to provide coaching opportunities for reps, as well as client engagement and feedback.
• Partner with sales leadership to further define a successful and repeatable sales process.
• Receive sales leadership coaching to ensure alignment to overall high-tech team strategy.
• Identify and make recommendations for improvement in the areas of process, efficiency, and productivity.

Job Requirements:

• A bachelor's degree.
• Eight years of sales experience or SaaS Customer Success organizational leadership management experience with direct growth and retention responsibilities.
• History of managing large accounts, achieving revenue goals, and managing sales strategies.
• The ability to consistently meet or exceed targets.
• A track record in designing and implementing tactical sales initiatives through data and empirical analysis.
• Strong, high-level relationship skills.
• Excellent verbal and written communication skills.
• High level of business acumen and understanding of how business leaders think.
• Previous experience in selling to leaders (VP and C-level executives).
• Experience in selling to technology providers (preferred but not required).
• The ability to thrive in a team-selling environment.
• Excellent mentoring, coaching, and people management skills.
• The ability to grasp and absorb new concepts quickly (such as rapid advancements in the government industry).
• Someone who is highly collaborative and able to motivate others.
• Strong prospecting, needs analysis, negotiating, and closing skills.
• Previous Experience as a State CIO or other State level Executive.
• Experience with government contracting and budgeting, including budget development and Business case development for state legislatures.
• Advisory Services fluency or previous use of Advisory services as a customer.

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%.

The application deadline is September 30, 2025. Please refer to the job posting on Forrester.com careers page if the deadline has been extended.

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.