Account Executive

Forma.ai

About The Position

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!

Requirements

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

Responsibilities

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
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
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
Utilize our revenue technology stack to track, manage, and optimize sales performance
Leverage AI-powered insights to refine outreach strategies and personalize prospect engagement
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