Not SpecifiedCompensation
Junior (1 to 2 years)Experience Level
Full TimeJob Type
UnknownVisa
Sales Technology, Sales Enablement, Revenue OperationsIndustries

Position Overview

  • Location Type: Remote
  • Employment Type: Full-time
  • Salary: Not specified

Forma.ai is a Series B startup revolutionizing sales compensation design, management, and optimization. We handle billions in annual managed commissions for market leaders like Edmentum, Stryker, and Autodesk. Our growth is fueled by a passion for fundamentally changing how companies use sales intelligence to drive business strategy.

As an Account Executive at Forma.ai, you will play a critical role in driving revenue growth by identifying, engaging, and closing enterprise-level deals. You will be responsible for building and managing a robust pipeline of Fortune 1000 prospects, helping them transform their approach to sales planning and incentive compensation.

Responsibilities

  • Strategic Sales Leadership:
    • Own and execute the full sales cycle, from prospecting (collaborating with BD) to close, for enterprise-level accounts.
    • Engage senior executives (CROs, CFOs, RevOps leaders) to position Forma.ai as a strategic partner in sales performance optimization.
    • Develop tailored sales strategies to penetrate key accounts and expand existing relationships.
  • Revenue Growth & Pipeline Management:
    • Consistently achieve and exceed sales targets through disciplined pipeline management and forecasting.
    • Leverage data-driven insights to identify high-potential opportunities and accelerate deal velocity.
    • Collaborate with BD and Marketing to drive qualified leads and create multi-threaded sales opportunities.
  • Process Optimization & Execution:
    • Master the Forma.ai sales methodology to drive repeatable success across complex sales cycles.
    • Ensure seamless handoff between sales and implementation teams for a world-class customer experience.
    • Optimize sales processes to reduce friction and increase efficiency in deal execution.
  • Technology & Tools:
    • Utilize our revenue technology stack to track, manage, and optimize sales performance.
    • Leverage AI-powered insights to refine outreach strategies and personalize prospect engagement.
  • Cross-Functional Collaboration:
    • Partner closely with Marketing, RevOps, and Customer Operations to ensure alignment in messaging, lead flow, and customer onboarding.
    • Act as the voice of the customer, providing feedback to Product and Engineering to influence roadmap priorities.

Requirements

  • 5+ years of experience in enterprise sales within B2B SaaS, ideally with selling sales performance management or other revenue operations technology.
  • A track record of exceeding quota, with experience closing six- and seven-figure deals.
  • Deep expertise in navigating complex enterprise sales cycles and engaging senior executives.

Company Information

Forma.ai is a Series B startup that's revolutionizing how sales compensation is designed, managed and optimized. We handle billions in annual managed commissions for market leaders like Edmentum, Stryker, and Autodesk. Our growth has been fuelled by our passion for fundamentally changing and shaping how companies use sales intelligence to drive business strategy.

Skills

Enterprise Sales
Account Management
Pipeline Management
Strategic Sales
C-Level Engagement
Forecasting
Sales Methodology
Customer Relationship Management
Data-Driven Insights
Sales Process Optimization
Technology Tools

Forma.ai

Platform for optimizing sales compensation strategies

About Forma.ai

Forma.ai provides a platform designed to help businesses improve their sales compensation strategies. The platform allows users to model different compensation plans in real-time, enabling them to test various ideas against historical data. This helps businesses understand the potential costs and benefits of new compensation strategies before implementing them. Forma.ai stands out from competitors by focusing on real-time modeling, which allows for quick adjustments and informed decision-making. The goal of Forma.ai is to empower businesses, from small startups to large corporations, to turn their sales compensation into a strategic advantage.

Toronto, CanadaHeadquarters
2016Year Founded
$56.4MTotal Funding
SERIES_BCompany Stage
Enterprise Software, Financial ServicesIndustries
51-200Employees

Benefits

Health Insurance
Dental Insurance
Vision Insurance
Life Insurance
Disability Insurance
Parental Leave
Professional Development Budget
Company Equity

Risks

Integration challenges from SeaMonster acquisition may disrupt service delivery.
Shift to usage-based pricing models could affect Forma.ai's revenue stability.
Increased competition from data automation platforms like Syncari threatens market position.

Differentiation

Forma.ai uses real-time modeling to optimize sales compensation strategies.
The platform allows businesses to test and implement new compensation ideas easily.
Forma.ai's acquisition of SeaMonster enhances its activity-based sales incentives capabilities.

Upsides

Recent USD$45M Series B funding boosts product development and market expansion.
Acquisition of SeaMonster positions Forma.ai as a leader in activity-based incentives.
Trend towards usage-based pricing could broaden Forma.ai's business appeal.

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