About this role.
Forma.ai is hiring a Sales Engineer to partner with Account Executives on enterprise and Fortune 500 opportunities for its sales-compensation SaaS platform. The role centers on technical discovery, solution design, customized product demonstrations, and translating complex incentive-compensation requirements into practical platform configurations. The successful candidate will collaborate closely with Sales, Product, Engineering, and Customer Operations while engaging both technical and executive stakeholders. This is an early-career to mid-level, customer-facing presales role requiring at least two years of relevant software, technical, solutions, or customer-facing experience. The position offers substantial autonomy in a fast-paced startup environment and includes a base salary plus commission and bonus.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
3/5Pace & Pressure
4/5Autonomy Level
4/5Communication 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 begin by aligning on business goals, stakeholders, and the current process. I would then map plan structures, participant roles, data sources, approval workflows, reporting needs, exceptions, and pain points. I would summarize the findings back to the prospect, validate priorities, and use them to define a focused solution footprint and demo narrative.
I would avoid a generic feature tour and build the demonstration around the prospect's confirmed use cases and success criteria. I would configure representative roles, plans, rules, workflows, and reporting examples, then show how the platform handles both initial implementation and future changes. I would close by connecting each capability to a measurable business outcome.
For executives, I lead with business impact, risk reduction, scalability, and the outcome the organization can expect. For technical stakeholders, I add detail on architecture, data inputs, configuration logic, integrations, and operational considerations. In both cases, I check understanding regularly and adapt the depth of explanation to the audience.
In a new domain, I would first identify the core workflows, user personas, common use cases, and technical dependencies. I would use documentation, internal subject-matter experts, and hands-on testing to build a working model, then practice explaining the product through customer scenarios. This approach lets me become productive quickly while continuing to deepen expertise through live feedback.
I would clarify the underlying business problem rather than immediately committing to a requested feature. I would document the use case, urgency, technical context, and revenue or customer impact, then engage Product and Engineering to assess viable options. I would communicate transparently with the prospect about current capabilities, possible workarounds, and any validated next steps without making unsupported roadmap promises.
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 Sales team is 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:
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:
- 2+ years of experience in a technical, solutions-oriented, or customer-facing role within a software/technology environment
- Strong technical foundation and demonstrated ability to learn new technologies and systems quickly
- Strong problem-solving skills and the ability to break down complex business and technical problems
- Excellent written and verbal communication skills, with the ability to present confidently to both technical and executive audiences
- Ability to translate business requirements into practical technical solutions
- Strong customer orientation and comfort working directly with customers throughout a sales process
- Ability to work collaboratively across Sales, Product, Engineering, and Customer Operations
- Self-starter who is comfortable operating with autonomy in a fast-paced environment
- Curiosity and willingness to develop a deep understanding of a complex enterprise SaaS product
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.
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.
