Offer summary

Qualifications:

5+ years of experience in enterprise sales within B2B SaaS, preferably in sales performance management or revenue operations technology., Proven track record of exceeding sales quotas and closing six- and seven-figure deals., Strong analytical skills to leverage data for decision-making and sales strategy development., Exceptional communication and storytelling abilities to effectively convey the value proposition of Forma.ai..

Key responsabilities:

Drive revenue growth by identifying, engaging, and closing enterprise-level deals with Fortune 1000 prospects.

Own the full sales cycle from prospecting to closing, collaborating with business development teams.

Develop tailored sales strategies and manage a robust pipeline to achieve and exceed sales targets.

Collaborate with cross-functional teams to ensure alignment in messaging and optimize sales processes.

Job description

About Forma.ai:

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.

We’re welcoming equally driven individuals who are excited about creating something big!

What you'll be doing:

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.

Your contributions will include:

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

What we're looking for:

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
Strong analytical skills, with the ability to leverage data and insights to drive decision-making
Exceptional communication and storytelling abilities to articulate Forma.ai’s value proposition
A collaborative, team-first mindset, with experience working closely with Marketing, RevOps, and Product teams

What you can expect from us:

Meaningful compensation. In addition to your base salary, you’ll join our employee stock ownership plan to further recognize your contributions to Forma.ai’s success
Healthcare coverage. We have a full benefits package that includes medical, dental, vision, disability and life insurance, and a paid parental leave program
Learning and development. Access the resources you want to help you grow in your role by utilizing our $750 yearly training stipend
Growth. You’ll have a huge opportunity to build a career for yourself and gain the type of experience you’re looking for – whether that’s as an individual contributor or as a people leader

Our values:

Work well, together. We’re real. We have kids and pets. Mortgages and student loans. We’re in this together, so no matter how brilliant any one of us is, we always play nice with one another – no exceptions.
Be precise. Be relentless. We believe complacency breeds failure, so we set new goals as quickly as we achieve them. We persist in the face of adversity, learn from our mistakes, and push each other to continuously improve. The status-quo is kryptonite.
Love our tech. Love our customers. Our platform solves a very complex problem in a currently underserved market. While everyone at Forma isn’t customer-facing, we’re all customer-focused. Maybe even slightly customer-obsessed.

Our commitment to you:

At Forma.ai, we’re diverse by design. We’re committed to having a workforce that reflects the communities in which we live and work. We also aim to have a barrier-free recruitment and selection process. We’ll work with applicants requesting accommodation at any stage of the hiring process.

We know that applying to a new role takes a lot of effort. You're encouraged to apply even if your experience doesn't precisely match the job description. There are many paths to a successful career and we’re looking forward to reading yours.

Please note all interviews are currently being conducted virtually.

We thank all applicants for their interest.

Required profile