Sales Engineer

FORMA.AI; Toronto; On-site; CAD 80,000 - 100,000; Full time

Job summary

Forma.ai is seeking a Sales Engineer to partner with Account Executives in expanding our Fortune 500 client base, using deep platform knowledge to tailor solutions and deliver value through compelling demonstrations.

You’ll collaborate with cross-functional teams to translate complex compensation designs into practical deployments, shaping how enterprises automate incentive programs and drive sales performance, with autonomy and strategic impact.

Qualifications

• Experience in compensation design and administration.
• Ability to communicate effectively with internal and external stakeholders of all levels.
• Experience identifying areas for process improvement and developing solutions that drive efficiency and effectiveness.
• Highly skilled problem-solving abilities (quantitative and conceptual).
• Experience with 1st generation incentive compensation enablement tools (Xactly, Varicent or Callidus SAP).

Responsibilities

• Support Account Executives in growing the client base with Fortune 500 focus.
• Develop solution footprints and benefit assessments for prospects.
• Collaborate with cross-functional teams to understand Forma.ai's capabilities and tailor solutions.
• Conduct detailed technical discovery with prospects to uncover challenges.
• Demo Forma.ai and customize demo environment to prospect needs.
• Architect demo environment to show platform capabilities for day 1 and day 2.

Skills

Compensation design

Stakeholder communication

Process improvement

Problem-solving

Tools

Xactly

Varicent

Callidus SAP

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!

About the team:

The Sales team at Forma.ai is led by our SVP, Lisa Welch. They’re the first point of contact between our customers and our platform. This team truly understands the importance of having a human approach when connecting with corporate leaders.

The Sales team works to fully qualify and understand the needs and unique compensation plans of our enterprise prospects. From there, they provide stakeholders and key decision makers with unparalleled knowledge of Forma.ai’s platform so that they can see how our platform adds value to their organization.

What you'll be doing:

Reporting to the SVP of Sales, the Sales Engineer will support Account Executives in growing our client base with a focus on Fortune 500 customers. They will use their in-depth understanding of our platform and prospect needs to develop the appropriate solution footprint and benefit assessment. The role will require you to collaborate with a wide range of cross-functional teams to gain a holistic understanding of Forma.ai’s technical capabilities and successfully connect the dots to craft solutions that match the needs of our diverse customer base.

In addition to supporting Account Executives with demos, Sales Engineers research the sales compensation industry to stay ahead of the curve on how automation is transforming sales compensation and improving sales performance. This role is right for you if you’re someone who thrives in an environment with lots of autonomy and room to help shape organizational strategy.

As a Sales Engineer, you’ll be contributing in the following areas:

• Clearly articulate Forma.ai's unique engagement model, from implementation
  through to customer operations, and how that all translates to interacting with
  the platform in managing incentive compensation in a differentiated way
• Conduct detailed technical discovery with prospects to uncover challenges
  that Forma.ai can uniquely solve
• Effectively demo the Forma.ai following our best-in-class demo approach
• Customize the Forma.ai demo environment to the nuances of the prospect's
  business and challenges (plans, roles, reporting requirements, workflows, etc.)
• Architect the rules within the demo environment to showcase the technical
  capabilities of the platform and the unique architecture that allows customers to
  handle plan complexity and change on both Day 1 and Day 2

What we're looking for:

• Experience in compensation design and administration
• Ability to communicate effectively with internal and external stakeholders of all levels
• Experience identifying areas for process improvement and developing solutions that drive efficiency and effectiveness
• Highly skilled problem-solving abilities (quantitative and conceptual)
• Experience with 1st generation incentive compensation enablement tools (i.e., Xactly, Varicent or Callidus SAP)

Additional Job Info:

• This position is for an existing vacancy
• Salary range: $80-100K base salary plus commission and bonus

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 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.

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