Job Specifications
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 GTM team sits at the center of Forma.ai’s growth engine, directly impacting pipeline, revenue, and our reputation in the market. This team is strategic, creative, and relentlessly focused on scaling an efficient, measurable go‑to‑market operation.
What You'll Be Doing
As Enterprise Business Development Manager, you’ll define and execute the strategy for targeting, engaging, and qualifying enterprise and global accounts. You’ll own the top of the funnel, creating high-touch, personalized outreach that generates opportunities for our senior enterprise AEs.
Enterprise & Global Account Engagement
Identify and prioritize high-value enterprise and Fortune 500 accounts
Build and execute account-based engagement strategies tailored to CROs, CFOs, VPs of Sales Operations & VPs of Finance
Scale outbound outreach using automation and tools where appropriate, while maintaining a high-quality, personalized touch
Pipeline & Opportunity Qualification
Own the process of turning target accounts into qualified opportunities for enterprise AEs
Collaborate with Sales, Marketing, and Product to craft compelling messaging and value propositions
Track engagement metrics and continuously optimize strategies for pipeline quality and speed
Collaboration & Alignment
Work closely with the Senior Enterprise Sales Leader to align on target accounts, strategy, and qualification criteria
Work closely with marketing to identify and engage high-intent inbound leads and warm leads from marketing activities
Serve as the internal expert on account-based outreach, high-touch engagement, and qualification best practices
Partner cross-functionally to ensure smooth handoff of qualified opportunities
What We're Looking For
5+ years of experience in business development, enterprise BD, or strategic pipeline generation in B2B SaaS
Proven success engaging, qualifying, and generating opportunities for enterprise or global accounts
Experience talking to C-Suite and VPs at major global organizations (Fortune 500)
Experience with high ACV deals and long long sales cycles
Expertise in account-based strategies and highly personalized outreach
Experience scaling outreach and leveraging automation while maintaining a high-quality touch
Strong collaboration skills; experience working closely with senior enterprise sales leadership
Comfort using CRM, analytics, and engagement tools to manage and measure top-of-funnel activities
Excellent relationship-building, communication, and executive presence
Additional Job Info
This position is for an existing vacancy
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.
About the Company
Forma.ai is a ground-breaking Sales Performance Management platform that fully integrates sales planning with rapid (and scalable) incentive compensation management. Creating a single, complete source of truth with your data, our platform consolidates the planning and administration of territories, quotas, and incentives with all of their dependencies. Trusted by innovators like Autodesk, Stryker, and Trustpilot, we're the only SPM platform on the market rapidly accelerating rule-building for incentive compensation plans wit...
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