Principal Consultant, Sales Effectiveness

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!

Forma.ai is hiring a Principal Consultant, Sales Effectiveness to transform how enterprises design, roll out, and manage territories and quotas using our Territory and Quota Management (TQM) suite of products. We're looking for someone who brings real-world perspective on designing, implementing, and rolling out robust enterprise sales planning solutions, across territories, quotas and incentives.

Reporting to the Chief of Staff & Head of Sales Planning Products, you'll help shape our sales planning solutions and take them to market. You'll work closely with customers to implement the solution, optimize their processes, and drive adoption, leading engagements from high-level objective setting and modeling through to rollout. You'll work closely with Customers, Senior Leadership at Forma, and Product Engineering teams to shape requirements, share what you're seeing in the field, and influence what we build.

This role is for someone with practical, hands-on experience in sales planning. You should be comfortable leading sales planning solution design from objective setting through rollout and adoption. A background in management or technology consulting is heavily preferred. We are looking for someone that is willing to take extreme ownership, can operate at a senior level with customers and leadership, and are willing to get into the details to help build a market leading product.

The role’s key responsibilities are listed below:

• Lead the implementation of enterprise level sales planning solutions (territory and quota) for new and existing Forma.ai customers. From requirement gathering, to system and process redesign, to roll-out and change management.
• Act as a strategic partner to customers to optimize their sales planning processes and get the most out of the Forma.ai platform
• Contribute to product requirements and feature prioritization for territory design, quota setting, territory management, and related capabilities. Translate input from customers, leadership, and your own experience into product needs
• Support sales and marketing efforts for our sales planning solution, scoping solutions, supporting proof-of-concepts, and helping prospective customers understand what's possible
• Operate with high ownership, driving clarity, making decisions, and moving forward in ambiguity

What we're looking for

• Experience in sales effectiveness, territory & quota planning, or sales incentives, whether as a consultant, solutions architect, RevOps professional, or in an SPM-related role
• 6+ years of progressive experience. A background in management or technology consulting is heavily preferred. You've owned executive client relationships, run discovery and design workshops, and delivered recommendations that executives acted on
• You're hands-on with the details - comfortable building out analytics and models yourself, not just reviewing someone else's work
• You can communicate at multiple altitudes - presenting to a CRO one hour, working through model logic with an analyst the next
• You want to turn what you've learned in the field into product: spotting patterns across customers and shaping better tooling

Additional Job Info

• This position is for an existing vacancy

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.