Account Executive

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!

As an Account Executive , 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.

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, Rev Ops 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, Rev Ops, 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

• 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, Rev Ops, and Product teams

• 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

Forma is a proud equal opportunity employer that is committed to creating a diverse and inclusive work environment. Every effort to accommodate candidates for accessibility will be made upon request. Information received related to accommodations will be addressed confidentially.