Enterprise Business Development Representative

Forma.ai; Toronto; On-site; CAD 90,000 - 140,000; Full time

Benefits offered by this job

Employee stock ownership plan

Health insurance

Training stipend

Career growth

Job summary

Forma.ai is seeking an Enterprise Business Development Representative to define and execute outbound strategy targeting enterprise and global accounts. You’ll own top-of-funnel activity with high-touch, personalized outreach that generates qualified opportunities for senior enterprise AEs.

You’ll collaborate with Sales, Marketing, and Product to craft compelling messaging, while leveraging CRM and analytics tools to measure top-of-funnel performance and drive continuous improvements.

Qualifications

• 5+ years in business development, enterprise BD, or strategic pipeline generation in B2B SaaS.
• Proven success engaging, qualifying, and generating opportunities for enterprise or global accounts.
• Experience talking to C-Suite and VPs at major global organizations (Fortune 500).
• Experience with high ACV deals and long sales cycles.
• Expertise in account-based strategies and highly personalized outreach.

Responsibilities

• Identify and prioritise high-value enterprise and Fortune 500 accounts.
• Build and execute account-based engagement tailored to CROs, CFOs, VPs of Sales Ops & Finance.
• Own the process of turning target accounts into qualified opportunities for enterprise AEs.
• Collaborate with Sales, Marketing, and Product on messaging and value propositions.
• Track engagement metrics and optimize strategies for pipeline quality and speed.
• Partner with senior sales leadership and marketing to ensure smooth handoffs of opportunities.

Skills

Enterprise BD

C-Suite outreach

Cross-functional collab

Account-based strategy

CRM usage

Tools

CRM

Analytics

Engagement tools

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!

About The Team

The GTM team sits at the center of Forma.ai’s growth engine, directly impacting pipeline, revenue, and our reputation in the market. This team is strategic, creative, and relentlessly focused on scaling an efficient, measurable go‑to‑market operation.

What You'll Be Doing

As Enterprise Business Development Representative, you’ll define and execute the strategy for targeting, engaging, and qualifying enterprise and global accounts. You’ll own the top of the funnel, creating high-touch, personalized outreach that generates opportunities for our senior enterprise AEs.

Enterprise & Global Account Engagement

• Identifyand prioritize high-value enterprise andFortune 500 accounts
• Build and executeaccount-based engagement strategiestailored toCROs, CFOs, VPs of Sales Operations & VPs of Finance
• Scaleoutboundoutreach using automation and tools whereappropriate, whilemaintaininga high-quality, personalized touch

Pipeline & Opportunity Qualification

• Own the process of turning target accounts into qualified opportunities for enterprise AEs
• Collaborate with Sales, Marketing, and Product to craft compelling messaging and value propositions
• Track engagement metrics and continuouslyoptimizestrategies for pipeline quality and speed

Collaboration & Alignment

• Work closely with the Senior Enterprise Sales Leader to align on target accounts, strategy, and qualification criteria
• Work closely with marketing toidentifyand engage high-intent inbound leads and warm leads from marketing activities
• Serve as the internal expert on account-based outreach, high-touch engagement, and qualification best practices
• Partner cross-functionally to ensure smooth handoff of qualified opportunities

What We're Looking For

• 5+ years of experience in business development, enterprise BD, or strategic pipeline generation in B2B SaaS
• Proven success engaging, qualifying, and generating opportunities for enterprise or global accounts
• Experience talking to C-Suite and VPs at major globalorganizations(Fortune 500)
• Experience with high ACV dealsand longlongsales cycles
• Expertisein account-based strategies and highly personalized outreach
• Experience scaling outreach andleveragingautomation whilemaintaininga high-quality touch
• Strong collaboration skills; experience working closely with senior enterprise sales leadership
• Comfort using CRM, analytics, and engagement tools to manage and measure top-of-funnel activities
• Excellent relationship-building, communication, and executive presence

Additional Job Info:

• This position is for an existing vacancy

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.

Use of AI for Recruitment

Currently, Forma.ai does not use artificial intelligence as part of our recruitment process, specifically but not limited to the screening, filtering and shortlisting of applicants.

Our commitment to you:

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.

We thank all candidates for their interest however only qualified applicants will be shortlisted.