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:

Our Strategic Services team operates at the intersection of strategy consulting and SPM technology, delivering revenue-driving solutions for leading sales organizations. As a senior leader on the team, you’ll help customers improve their sales planning processes - across incentive design, territory optimization, and quota setting - while leveraging the Forma.ai platform to deploy advanced analytics. We don’t deliver one-off consulting reports; we partner with our customers to design, implement, and continuously monitor high-impact sales effectiveness programs. Joining this team means working on some of the most strategic, complex challenges facing GTM leaders today.

What you'll be doing:

Reporting to the VP of Strategic Services, the Principal Consultant - Sales Force Effectiveness will contribute in the following ways:

Lead strategic engagements with enterprise clients focused on sales incentive design, territory optimization, and quota setting.
Work with Forma.ai Data Science & Analytics teams to develop and deploy new analytical approaches to customer problems (e.g. forecasting models, customer potential analytics, etc.)
Work with Customers to create structured and repeatable processes for measuring the performance of sales effectiveness programs over time (e.g. incentive performance / ROI)
Coach and develop a team of high performing and client focused Analysts, Associates and Managers
Partner with our Customer Operations organization to deploy and execute upon strategic recommendations, within the Forma.ai platform
Collaborate with Forma.ai’s Product Development organization to articulate customer feedback and support the development of new product features in the sales planning arena

What we're looking for:

7+ years of progressive experience in management consulting, revenue operations, or sales effectiveness roles
Extensive experience in sales compensation planning / design, quota setting and/or territory planning
Consistent track record of delivering beyond client expectations and building strong executive / C-level relationships
Deeply analytical, data driven and a willing to get “hands on keyboard” to execute
Experience in leading the planning and execution of complex projects with multiple deliverables

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.

Our commitment to you:

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 applicants for their interest.

Principal Consultant - Sales Force Effectiveness

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