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About the role
<div class="content-intro"><h3><strong><span data-contrast="none">About Forma.ai:</span></strong><span data-ccp-props="{"201341983":0,"335551550":1,"335551620":1,"335559739":160,"335559740":259}"> </span></h3>
<p><span data-contrast="none"><a href="https://www.forma.ai/" target="_blank">Forma.ai</a> is a Series B</span><span data-contrast="none"> 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. </span></p>
<p><span data-contrast="none">Our growth has been fuelled by our passion for fundamentally changing and shaping how companies use sales intelligence to drive business strategy. </span><span data-ccp-props="{"201341983":0,"335551550":1,"335551620":1,"335559739":160,"335559740":259}"> </span></p>
<p><span data-contrast="none">We’re welcoming equally driven individuals who are excited about creating something big!</span><span data-ccp-props="{"201341983":0,"335551550":1,"335551620":1,"335559739":160,"335559740":259}"> </span></p></div><p><strong><span data-contrast="auto">What you'll be doing:</span></strong><span data-ccp-props="{}"> </span></p>
<p><span data-contrast="auto">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. </span><span data-ccp-props="{"134233117":false,"134233118":false,"201341983":0,"335551550":1,"335551620":1,"335559685":0,"335559737":0,"335559738":0,"335559739":160,"335559740":279}"> </span></p>
<p><strong><span data-contrast="auto">Your contributions will include:</span></strong><span data-ccp-props="{"134233117":false,"134233118":false,"201341983":0,"335551550":1,"335551620":1,"335559685":0,"335559737":0,"335559738":0,"335559739":160,"335559740":279}"> </span></p>
<p><em><span data-contrast="auto">Strategic Sales Leadership</span></em></p>
<ul>
<li><span data-contrast="auto">Own and execute the full sales cycle, from prospecting (collaborating with BD) to close, for enterprise-level accounts</span><span data-ccp-props="{}"> </span></li>
<li data-leveltext="" data-font="Symbol" data-listid="16" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="2" data-aria-level="1"><span data-contrast="auto">Engage senior executives (CROs, CFOs, RevOps leaders) to position Forma.ai as a strategic partner in sales performance optimization</span></li>
<li data-leveltext="" data-font="Symbol" data-listid="16" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="2" data-aria-level="1">Develop tailored sales strategies to penetrate key accounts and expand existing relationships<span data-ccp-props="{}"> </span></li>
</ul>
<p><em><span data-contrast="auto">Revenue Growth & Pipeline Management</span></em></p>
<ul>
<li><span data-contrast="auto">Consistently achieve and exceed sales targets through disciplined pipeline management and forecasting</span><span data-ccp-props="{}"> </span></li>
<li data-leveltext="" data-font="Symbol" data-listid="17" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="2" data-aria-level="1"><span data-contrast="auto">Leverage data-driven insights to identify high-potential opportunities and accelerate deal velocity</span></li>
<li data-leveltext="" data-font="Symbol" data-listid="17" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="2" data-aria-level="1">Collaborate with BD and Marketing to drive qualified leads and create multi-threaded sales opportunities<span data-ccp-props="{}"> </span></li>
</ul>
<p><em><span data-contrast="auto">Process Optimization & Execution</span></em></p>
<ul>
<li><span data-contrast="auto">Master the Forma.ai sales methodology to drive repeatable success across complex sales cycles</span><span data-ccp-props="{}"> </span></li>
<li data-leveltext="" data-font="Symbol" data-listid="18" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="2" data-aria-level="1"><span data-contrast="auto">Ensure seamless handoff between sales and implementation teams for a world-class customer experience</span></li>
<li data-leveltext="" data-font="Symbol" data-listid="18" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="2" data-aria-level="1">Optimize sales processes to reduce friction and increase efficiency in deal execution<span data-ccp-props="{}"> </span></li>
</ul>
<p><em><span data-contrast="auto">Technology & Tools</span></em></p>
<ul>
<li><span data-contrast="auto">Utilize our revenue technology stack to track, manage, and optimize sales performance</span><span data-ccp-props="{}"> </span></li>
<li data-leveltext="" data-font="Symbol" data-listid="19" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="2" data-aria-level="1"><span data-contrast="auto">Leverage AI-powered insights to refine outreach strategies and personalize prospect engagement</span><span data-ccp-props="{}"> </span></li>
</ul>
<p><em><span data-contrast="auto">Cross-Functional Collaboration</span></em></p>
<ul>
<li><span data-contrast="auto">Partner closely with Marketing, RevOps, and Customer Operations to ensure alignment in messaging, lead flow, and customer onboarding</span><span data-ccp-props="{}"> </span></li>
<li><span data-contrast="auto">Act as the voice of the customer, providing feedback to Product and Engineering to influence roadmap priorities</span><span data-ccp-props="{}"> </span></li>
</ul>
<p><strong><span data-contrast="auto">What we're looking for:</span></strong><span data-ccp-props="{}"> </span></p>
<ul>
<li data-leveltext="" data-font="Symbol" data-listid="21" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">5+ years of experience in enterprise sales within B2B SaaS, ideally with selling sales performance management or other revenue operations technology</span></li>
<li data-leveltext="" data-font="Symbol" data-listid="21" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1">A track record of exceeding quota, with experience closing six- and seven-figure deals</li>
<li data-leveltext="" data-font="Symbol" data-listid="21" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1">Deep expertise in navigating complex enterprise sales cycles and engaging senior executives</li>
<li data-leveltext="" data-font="Symbol" data-listid="21" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1">Strong analytical skills, with the ability to leverage data and insights to drive decision-making</li>
<li data-leveltext="" data-font="Symbol" data-listid="21" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1">Exceptional communication and storytelling abilities to articulate Forma.ai’s value proposition</li>
<li data-leveltext="" data-font="Symbol" data-listid="21" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1">A collaborative, team-first mindset, with experience working closely with Marketing, RevOps, and Product teams<span data-ccp-props="{}"> </span></li>
</ul>
<p><strong><span data-contrast="auto">What you can expect from us: </span></strong><span data-ccp-props="{}"> </span></p>
<ul>
<li data-leveltext="" data-font="Symbol" data-listid="22" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="auto">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 </span></li>
<li data-leveltext="" data-font="Symbol" data-listid="22" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1">Healthcare coverage. We have a full benefits package that includes medical, dental, vision, disability and life insurance, and a paid parental leave program <span data-ccp-props="{}"> </span></li>
<li data-leveltext="" data-font="Symbol" data-listid="22" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1">Learning and development. Access the resources you want to help you grow in your role by utilizing our $750 yearly training stipend <span data-ccp-props="{}"> </span></li>
<li data-leveltext="" data-font="Symbol" data-listid="22" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1">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 <span data-ccp-props="{}"> </span></li>
</ul><div class="content-conclusion"><h2>What you can expect from us</h2>
<p><strong>Meaningful compensation.</strong> In addition to your base salary, you’ll join our employee stock ownership plan to further recognize your contributions to <a href="http://Forma.ai">Forma.ai</a>’s success.</p>
<p><strong>Healthcare coverage.</strong> We have a full benefits package that includes medical, dental, vision, disability and life insurance, and a paid parental leave program.</p>
<p><strong>Learning and development.</strong> Access the resources you want to help you grow in your role by utilizing our $750 yearly training stipend.</p>
<p><strong>Growth.</strong> 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.<strong><span data-contrast="none"></span></strong></p>
<h3><strong><span data-contrast="none">Our Values:</span></strong><span data-ccp-props="{"201341983":0,"335559739":160,"335559740":259}"> </span></h3>
<ul>
<li data-leveltext="" data-font="Symbol" data-listid="7" data-aria-posinset="3" data-aria-level="1"><strong><span data-contrast="none">Work well, together. </span></strong><span data-contrast="none">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.</span><span data-ccp-props="{"134233279":true,"201341983":0,"335551550":1,"335551620":1,"335559685":720,"335559737":0,"335559739":160,"335559740":259,"335559991":360}"> </span></li>
<li data-leveltext="" data-font="Symbol" data-listid="7" data-aria-posinset="4" data-aria-level="1"><strong><span data-contrast="none">Be precise. Be relentless. </span></strong><span data-contrast="none">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.</span></li>
<li data-leveltext="" data-font="Symbol" data-listid="7" data-aria-posinset="4" data-aria-level="1"><strong><span data-contrast="none">Love our tech. Love our customers. </span></strong><span data-contrast="none">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. </span><span data-ccp-props="{"134233279":true,"201341983":0,"335551550":1,"335551620":1,"335559685":720,"335559737":0,"335559739":160,"335559740":259,"335559991":360}"> </span></li>
</ul>
<h3><strong><span data-ccp-props="{"134233279":true,"201341983":0,"335551550":1,"335551620":1,"335559685":720,"335559737":0,"335559739":160,"335559740":259,"335559991":360}"><br>Use of AI for Recruitment</span></strong></h3>
<p><span data-contrast="none">Currently, Forma.ai does not use</span><span data-contrast="none"> artificial intelligence as part of our recruitment process, specifically but not limited to the screening, filtering and shortlisting of applicants. </span></p>
<h3><strong><span data-contrast="none">Our commitment to you:</span></strong><span data-ccp-props="{"201341983":0,"335559739":160,"335559740":259}"> </span></h3>
<p class="p1">Forma is a proud equal opportunity employer that is committed to creating a diverse and inclusive work environment.<span data-ccp-props="{"201341983":0,"335551550":1,"335551620":1,"335559739":160,"335559740":259}"> </span>Every effort to accommodate candidates for accessibility will be made upon request. Information received related to accommodations will be addressed confidentially. <span data-contrast="none">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.</span></p>
<p><span data-contrast="none">We thank all candidates for their interest </span>however only qualified applicants will be shortlisted.</p></div>
Perks & benefits
- Medical Insurance
- Learning Budget
- Equity Compensation
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