[All remote jobs](https://jobicy.com/jobs.md)Open role[![Forma.ai logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/08/c8c9cc2e-221.png)](https://jobicy.com/company/forma-ai.md)Remote opportunity at[Forma.ai](https://jobicy.com/company/forma-ai.md) # Account Executive Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/forma-ai.md)Share27 Aug 2026Published35Listing views0Application actions26 Sep 2026Apply before Opportunity details ## About this role. AI SummaryForma.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 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a highly demanding enterprise sales role involving long, complex buying cycles, executive-level stakeholders, and ambitious revenue targets. The AE must independently create strategy, manage multi-threaded opportunities, forecast accurately, and coordinate effectively across functions. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianHighly competitive$125,000US market range$100k–$150k0$165k AI insightThe disclosed base-salary range is $100,000 to $150,000, with a midpoint of $125,000. Currency is not specified because the posting uses "$" while allowing remote work in both Canada and the USA. The stated range is consistent with the estimated US base-salary market range for an experienced enterprise B2B SaaS Account Executive; commission is additional and is not included in the base-salary median. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise Sales](https://jobicy.com/jobs?search_keywords=Enterprise%20Sales.md)[B2B SaaS](https://jobicy.com/jobs?search_keywords=B2B%20SaaS.md)[Strategic Account Management](https://jobicy.com/jobs?search_keywords=Strategic%20Account%20Management.md)[Full Sales Cycle](https://jobicy.com/jobs?search_keywords=Full%20Sales%20Cycle.md)[Pipeline Management](https://jobicy.com/jobs?search_keywords=Pipeline%20Management.md)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[Executive Stakeholder Engagement](https://jobicy.com/jobs?search_keywords=Executive%20Stakeholder%20Engagement.md)[Revenue Operations](https://jobicy.com/jobs?search_keywords=Revenue%20Operations.md)[Consultative Selling](https://jobicy.com/jobs?search_keywords=Consultative%20Selling.md)[Sales Performance Management](https://jobicy.com/jobs?search_keywords=Sales%20Performance%20Management.md) Sample interview questionsDescribe a complex enterprise deal you closed involving multiple executive stakeholders.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. How do you create pipeline predictability in a long enterprise sales cycle? 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. How would you position Forma.ai to a CFO and a CRO with different priorities? 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. What would you do if an enterprise opportunity has strong user interest but no confirmed executive sponsor? 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. How do you collaborate with Marketing, RevOps, and Product during an enterprise sales motion? 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](https://www.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](http://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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