Account Executive

Forma.ai; Toronto; On-site; CAD 100,000 - 120,000; Full time

Job summary

Forma.ai is actively seeking an Account Executive to drive revenue by identifying, engaging, and closing enterprise-level deals with Fortune 1000 prospects. You will own a robust pipeline and transform sales planning and incentive compensation strategies for top customers.

You will engage CROs and CFOs, develop tailored strategies for key accounts, and collaborate with Marketing and RevOps to accelerate growth while consistently exceeding quotas.

Qualifications

• 5+ years of enterprise sales experience in B2B SaaS, ideally with sales performance management or revenue operations tech.
• Proven track record of exceeding quota and closing six- to seven-figure deals.
• Strong ability to navigate complex enterprise sales cycles and engage senior executives.

Responsibilities

• Own and execute the full sales cycle for enterprise accounts from prospecting to close.
• Engage senior executives (CROs, CFOs, RevOps) to position Forma.ai as a strategic partner.
• Develop tailored strategies to penetrate key accounts and expand relationships.
• Achieve and exceed sales targets through disciplined pipeline management and forecasting.
• Leverage data-driven insights to identify high-potential opportunities and accelerate velocity.
• Collaborate with BD and Marketing to drive qualified leads and multi-threaded opportunities.

Skills

Enterprise sales

B2B SaaS

Executive engagement

Sales cycle management

Job description

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:

• 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
• 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
• 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

Additional Job Info:

• This position is for an existing vacancy
• Salary range: $100-120K base salary plus commission and bonus

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