About this role.
Forma.ai is seeking an enterprise Account Executive to own complex B2B SaaS sales cycles from prospecting through close. The role focuses on Fortune 1000 prospects and senior stakeholders, including CROs, CFOs, and RevOps leaders, for a sales performance management platform. Success requires disciplined pipeline management, data-driven forecasting, strategic account penetration, and collaboration with BD, Marketing, RevOps, Product, and implementation teams. The candidate should bring at least five years of enterprise SaaS sales experience and a demonstrated record of closing six- and seven-figure deals. This remote role is explicitly available in Canada or the United States.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would explain the account context, map the buying committee and each stakeholder's priorities, then describe how I developed a mutual action plan, quantified business value, addressed risks, and maintained executive alignment through procurement and close.
I use clear qualification criteria, stage exit requirements, documented next steps, stakeholder mapping, and regular deal reviews. I inspect pipeline health through conversion, coverage, aging, and close-plan quality rather than relying only on rep intuition.
For a CFO, I would focus on financial control, governance, cost of administration, and confidence in compensation outcomes. For a CRO, I would emphasize incentive effectiveness, seller behavior, planning agility, and the ability to improve revenue performance; I would connect both messages to a shared measurable business case.
I would treat it as a risk, not a forecastable late-stage deal. I would equip internal champions with a tailored value narrative, seek executive discovery through relevant business outcomes, and avoid advancing the opportunity until sponsor access, urgency, and a mutual close process are established.
I provide structured feedback on account signals, objections, messaging, and campaign performance to Marketing; partner with RevOps on data quality, process discipline, and forecasting; and relay validated customer needs and competitive insights to Product without overpromising roadmap commitments.
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
Additional Job Info:
- This position is for an existing vacancy
- Salary range: $100-150K base salary plus commission
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.
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