VP, Sales

$159,723 - $260,601/Yr

Forrester And Company - Cambridge, MA

Full-time - Executive

Cambridge, MA

Merchant Wholesalers, Nondurable Goods

About the position

The Vice President of Sales at Forrester will lead the North American sales efforts for the premier end-user business, focusing on client retention and account expansion. This strategic role involves managing a team of approximately 60 sales representatives, driving revenue growth, and fostering a culture of accountability and collaboration within the sales organization. The VP will be responsible for implementing business transformations and customer-obsessed strategies to enhance client relationships and achieve double-digit revenue growth annually.

Responsibilities

• Lead sales for the premier end-user business, managing approximately 60 sales reps with six direct reports.
• Drive multiyear commitments and retention with existing clients.
• Expand accounts through prospecting, cross-selling, and upselling.
• Grow revenues at double-digit rates annually and maintain a renewal rate of over 90%.
• Mentor and upskill the sales team, providing guidance and coaching.
• Recruit, onboard, and retain top talent for the sales team.
• Execute the sales strategy and develop territory plans.
• Build strong relationships with research, marketing, data, and consulting teams to drive sales pipeline growth.
• Foster a positive culture that optimizes performance within the sales organization.

Requirements

• Fifteen plus years of experience in consultative and solution selling in the technology and information services industries in the US.
• Experience in selling recurring revenue business and custom solutions to enterprise end-user customers.
• Proven track record of cross-selling and upselling in existing premier accounts.
• Experience leading a sales force transformation from selling products to selling solutions.
• Strong experience in recruitment and development of consultative sales personnel.
• Demonstrated success in revenue growth through strategic sales execution.

Nice-to-haves

• High IQ and EQ to lead consultative solution selling to the CXO level.
• Strong, referenceable client base in enterprise organizations at the CXO level.
• Ability to develop and manage detailed budgets and forecasts.

Benefits

• Competitive salary range of $159,723 - $260,601 per year.
• Incentive commission target of 66.67% based on performance.
• Opportunities for professional development and continuous learning.