Principal Consultant, Sales Effectiveness

Forma.ai

10d • CA$150,000 - CA$200,000

About The Position

Forma.ai is a Series B startup revolutionizing sales compensation. We are seeking a Principal Consultant, Sales Effectiveness to transform how enterprises design, implement, and manage territories and quotas using our Territory and Quota Management (TQM) suite of products. The ideal candidate will have real-world experience in designing, implementing, and rolling out robust enterprise sales planning solutions. Reporting to the Chief of Staff & Head of Sales Planning Products, this role involves shaping sales planning solutions, working closely with customers on implementation and optimization, and collaborating with leadership and product teams to influence product development. This is a hands-on role for someone comfortable leading sales planning solution design from objective setting through adoption, with a strong preference for a background in management or technology consulting. We are looking for an individual with extreme ownership, senior-level client interaction skills, and a desire to contribute to building a market-leading product.

Requirements

• Experience in sales effectiveness, territory & quota planning, or sales incentives, either as a consultant, solutions architect, RevOps professional, or in an SPM-related role.
• 6+ years of progressive experience.
• Hands-on experience building analytics and models.
• Ability to communicate effectively at multiple levels, from executive presentations to detailed technical discussions.
• Desire to translate field experience into product improvements by identifying patterns across customers and shaping better tooling.

Nice To Haves

• A background in management or technology consulting is heavily preferred.
• Experience owning executive client relationships.
• Experience running discovery and design workshops.
• Experience delivering recommendations that executives acted upon.

Responsibilities

• Lead the implementation of enterprise level sales planning solutions (territory and quota) for new and existing Forma.ai customers, including requirement gathering, system and process redesign, roll-out, and change management.
• Act as a strategic partner to customers to optimize their sales planning processes and maximize the value derived from the Forma.ai platform.
• Contribute to product requirements and feature prioritization for territory design, quota setting, territory management, and related capabilities by translating input from customers, leadership, and personal experience into product needs.
• Support sales and marketing efforts for the sales planning solution by scoping solutions, assisting with proof-of-concepts, and educating prospective customers on the platform's capabilities.
• Operate with high ownership, driving clarity, making decisions, and navigating ambiguity to achieve objectives.

Benefits

• Employee stock ownership plan
• Full benefits package including medical, dental, vision, disability and life insurance
• Paid parental leave program
• $750 yearly training stipend

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed