[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) # Principal Consultant, Sales Effectiveness 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 2026Published37Listing views4Application actions26 Sep 2026Apply before Opportunity details ## About this role. AI SummaryForma.ai is seeking a senior, customer-facing consultant to implement enterprise territory and quota planning solutions using its TQM platform. The role leads engagements from discovery, requirements gathering, analytics and process redesign through rollout, adoption, and change management. It also translates field insights into product requirements, supports solution scoping and proof-of-concepts, and partners with senior customer and internal leaders. Success requires hands-on sales-planning expertise, executive consulting ability, strong analytical modeling, and substantial ownership in an ambiguous startup environment. ## 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 principal-level consulting role requiring both deep domain expertise in territory, quota, and incentive planning and the ability to lead enterprise transformations independently. The consultant must balance executive stakeholder management, detailed analytical work, product influence, and implementation delivery in a high-growth startup setting. ## Salary analysis Estimated compensation compared with the broader CA market for similar roles. Estimated job medianMarket rateC$175,000CA market rangeC$150k–C$210k0C$231k AI insightThe disclosed base salary range is CAD 150,000-200,000 yearly, with a midpoint of CAD 175,000. For comparison, the estimated US-market base-salary range for a principal sales-effectiveness or sales-planning consultant is USD 150,000-210,000 annually; the market estimate varies with consulting background, enterprise implementation scope, and location. ## Core skills Skills and capabilities most closely associated with this opportunity. [Sales effectiveness](https://jobicy.com/jobs?search_keywords=Sales%20effectiveness.md)[Territory planning](https://jobicy.com/jobs?search_keywords=Territory%20planning.md)[Quota planning](https://jobicy.com/jobs?search_keywords=Quota%20planning.md)[Sales compensation](https://jobicy.com/jobs?search_keywords=Sales%20compensation.md)[Sales planning](https://jobicy.com/jobs?search_keywords=Sales%20planning.md)[Enterprise implementation](https://jobicy.com/jobs?search_keywords=Enterprise%20implementation.md)[Management consulting](https://jobicy.com/jobs?search_keywords=Management%20consulting.md)[Change management](https://jobicy.com/jobs?search_keywords=Change%20management.md)[Analytics and modeling](https://jobicy.com/jobs?search_keywords=Analytics%20and%20modeling.md)[Executive stakeholder management](https://jobicy.com/jobs?search_keywords=Executive%20stakeholder%20management.md) Sample interview questionsDescribe an enterprise territory and quota planning implementation you led from discovery through rollout.I would explain the business objectives, stakeholder groups, data inputs, planning methodology, governance model, and rollout approach. I would also quantify outcomes such as improved coverage, quota attainment, planning-cycle time, or leadership adoption. How do you balance executive objectives with the detailed modeling required for territory and quota design? I begin by aligning executives on measurable objectives and decision principles, then convert those principles into transparent model assumptions and scenarios. I use regular checkpoints to validate the detailed logic with operations and analytics teams while keeping leadership focused on trade-offs and outcomes. What factors do you evaluate when designing equitable and achievable sales quotas? I assess market potential, historical performance, account and territory coverage, seller capacity, ramp assumptions, segmentation, and strategic growth priorities. I test scenarios for fairness, affordability, attainability, and incentive alignment before finalizing recommendations. How would you turn recurring customer feedback into product requirements for Forma.ai's TQM platform? I would identify patterns across implementations, distinguish configurable process issues from repeatable product gaps, and document the user problem, workflow, impact, and acceptance criteria. I would then partner with product and engineering to prioritize opportunities based on customer value, strategic fit, and implementation leverage. Tell us about a time you had to move an ambiguous client engagement forward. I would describe establishing a clear decision framework, identifying unresolved assumptions, assigning owners, and creating a practical sequence of workshops and deliverables. I would emphasize proactive communication, rapid scenario analysis, and making well-supported recommendations rather than waiting for perfect information. ### 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! [Forma.ai](http://forma.ai/) is hiring a Principal Consultant, Sales Effectiveness to transform how enterprises design, roll out, and manage territories and quotas using our Territory and Quota Management (TQM) suite of products. We’re looking for someone who brings real-world perspective on designing, implementing, and rolling out robust enterprise sales planning solutions, across territories, quotas and incentives. Reporting to the Chief of Staff & Head of Sales Planning Products, you’ll help shape our sales planning solutions and take them to market. You’ll work closely with customers to implement the solution, optimize their processes, and drive adoption, leading engagements from high-level objective setting and modeling through to rollout. You’ll work closely with Customers, Senior Leadership at Forma, and Product Engineering teams to shape requirements, share what you’re seeing in the field, and influence what we build. This role is for someone with practical, hands-on experience in sales planning. You should be comfortable leading sales planning solution design from objective setting through rollout and adoption. A background in management or technology consulting is heavily preferred. We are looking for someone that is willing to take extreme ownership, can operate at a senior level with customers and leadership, and are willing to get into the details to help build a market leading product. The role’s key responsibilities are listed below: * Lead the implementation of enterprise level sales planning solutions (territory and quota) for new and existing [Forma.ai](http://Forma.ai) customers. From requirement gathering, to system and process redesign, to roll-out and change management. * Act as a strategic partner to customers to optimize their sales planning processes and get the most out of the [Forma.ai](http://Forma.ai) platform * Contribute to product requirements and feature prioritization for territory design, quota setting, territory management, and related capabilities. Translate input from customers, leadership, and your own experience into product needs * Support sales and marketing efforts for our sales planning solution, scoping solutions, supporting proof-of-concepts, and helping prospective customers understand what’s possible * Operate with high ownership, driving clarity, making decisions, and moving forward in ambiguity ### What we’re looking for: * Experience in sales effectiveness, territory & quota planning, or sales incentives, whether as a consultant, solutions architect, RevOps professional, or in an SPM-related role * 6+ years of progressive experience. A background in management or technology consulting is heavily preferred. You’ve owned executive client relationships, run discovery and design workshops, and delivered recommendations that executives acted on * You’re hands-on with the details – comfortable building out analytics and models yourself, not just reviewing someone else’s work * You can communicate at multiple altitudes – presenting to a CRO one hour, working through model logic with an analyst the next * You want to turn what you’ve learned in the field into product: spotting patterns across customers and shaping better tooling ### Additional Job Info: * This position is for an existing vacancy * Salary range: $150K – $200K CAD ### 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. Show more [Apply now >](https://jobicy.com/jobs/151911-principal-consultant-sales-effectiveness.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. Keep exploring ## Related remote jobs. Matched by job category10 related opportunities[Product & Operations](https://jobicy.com/categories/management.md) [Browse all jobs](https://jobicy.com/jobs.md) * ![Twilio logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/10/WRILS-201023175858-722503.jpg) Twilio Aug 27 ### [Senior Impartner Admin, PRM](https://jobicy.com/jobs/151899-senior-impartner-admin-prm.md) Who we are At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower… * ![Quince logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/b33b4553-221.png) Quince Aug 27 ### [Sourcing Manager, Men’s Denim Bottoms (MX)](https://jobicy.com/jobs/151873-sourcing-manager-mens-denim-bottoms-mx.md) ABOUT QUINCE Founded in 2018, Quince was built to challenge the idea that nice things have to cost a lot. Our mission is simple: to make really high quality essentials… * ![Cresta logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/08/4d686e40b22cf2510b627c59afe5fd95.jpg) Cresta Aug 27 ### [Forward Deployed Product Manager – AI Agent (EMEA)](https://jobicy.com/jobs/151832-forward-deployed-product-manager-ai-agent-emea.md) Cresta unlocks the true potential of the customer experience, turning every conversation into a competitive advantage. Cresta’s unified AI platform combines conversational AI agents, real-time human agent augmentation, and comprehensive… * ![Homebound logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2021/04/Homebound.jpg) Homebound Aug 27 ### [Senior Product Manager](https://jobicy.com/jobs/151804-senior-product-manager-4.md) About Us: Homebound is on a mission to make it possible for anyone, anywhere, to build a home using technology. Created by an experienced team of construction, real estate, design,… * ![Liberty Mutual logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2021/08/a0f68d769896c0f098621799a6396382.jpeg) Liberty Mutual Aug 27 ### [Assistant Director , Product Research, Liberty Mutual Mobility Solutions](https://jobicy.com/jobs/147552-assistant-director-product-research-liberty-mutual-mobility-solutions.md) Description Asst Director , Product Research, Liberty Mutual Mobility SolutionsAre you looking for an opportunity to join a nimble, high-performance team addressing a strategic and high-visibility opportunity for a Fortune… * ![Upstart logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/bc2cfa2b-221-1.jpeg) Upstart Aug 27 ### [Senior Engineering Manager, Platform Delivery](https://jobicy.com/jobs/142530-senior-engineering-manager-platform-delivery.md) About UpstartAt Upstart, we’re united by a mission that matters: to radically reduce the cost and complexity of borrowing for all Americans. Every day, we bring creativity, experimentation, and advanced… * ![saas.group logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/f6d362c3-221-1.png) saas.group Aug 27 ### [Head of Product & Growth](https://jobicy.com/jobs/149745-head-of-product-growth.md) This position is connected to an upcoming acquisition within our portfolio, currently in progress. You’ll join right at the beginning of a new chapter, where you’ll get to modernize the… * ![Sporty Group logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/8e6c246a-221.png) Sporty Group Aug 27 ### [EU Product Manager](https://jobicy.com/jobs/149739-eu-product-manager.md) About the roleAs a Product Manager at Sporty, you will define and work on the digital roadmap for products used by millions of daily global users. You will collaborate with… * ![Medely logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2021/02/WRILS-210207202725-187249.jpg) Medely Aug 26 ### [Senior Product Manager](https://jobicy.com/jobs/151761-senior-product-manager-3.md) The Company Medely is a high-growth series-C technology start-up reimagining the future of healthcare work by providing an on-demand marketplace and workforce management tools. With the support of top-tier investors,… * ![Discord logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2021/02/WRILS-210216185819-522054.jpg) Discord Aug 26 ### [Advertising Operations Manager](https://jobicy.com/jobs/151751-advertising-operations-manager.md) Discord has a highly engaged community of millions of daily active users who use the platform for many different reasons, but there’s one thing that nearly everyone does: play video…