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← Forma.ai

Account Director

Forma.ai
Location
Toronto, Canada
Posted
2 months ago
Department
Sales
Salary
$100-120K
What they actually want (must-haves)
  • 5–8+ years of experience in account management, customer success, or strategic account leadership in a B2B SaaS environment, with a clear track record of renewals and expansion outcomes.
  • Demonstrated commercial ownership — you have personally owned renewal numbers and expansion pipeline, and you can talk specifically about the deals you've closed, the saves you've executed, and the methodology you used.
  • Experience working with enterprise customers, including comfort navigating complex stakeholder maps across Sales, RevOps, Finance, HR, and IT.
  • Strong commercial instinct — you spot expansion the way a good salesperson does, and you can build and defend a commercial case to executive buyers.
  • Excellent executive communication — written, verbal, and on-stage. Comfortable running a QBR with a CRO or a CFO in the room.
  • Analytical fluency — you can read product usage data, build a value narrative around it, and translate that into a business case. Strong with spreadsheets and the standard CRM/CS tech stack.
Nice to have
  • Domain experience in Sales Performance Management, Incentive Compensation Management, Sales Operations, RevOps, or adjacent categories (CPQ, CRM, FP&A, sales planning).
  • Hands-on familiarity with sales compensation concepts — quota setting, crediting rules, accelerators, draws, SPIFFs, territory design, and the operational realities of running comp at scale.
  • Experience selling or supporting a managed-service or hybrid software-and-service offering, where the value proposition is not just 'the tool' but the outcome delivered through the platform.
  • Background in management consulting, sales effectiveness, or sales operations before moving into SaaS.
What the job really is

As an Account Director at Forma.ai, you will manage a portfolio of enterprise customers, focusing on their adoption and success with the company's sales compensation platform. Your role involves conducting Quarterly Business Reviews (QBRs), driving customer value realization, protecting against churn, and identifying expansion opportunities. You will collaborate with various stakeholders within customer organizations and ensure that they achieve their business outcomes through effective use of Forma.ai's solutions.

Benefits
  • Meaningful compensation including an employee stock ownership plan.
  • Healthcare coverage including medical, dental, vision, disability and life insurance, and a paid parental leave program.
  • Access to a $750 yearly training stipend for learning and development.
  • Opportunities for career growth as an individual contributor or as a people leader.
Things to weigh
  • No salary listed in the posting.
  • The role requires a strong focus on data-driven decision making and customer engagement, which may involve high levels of responsibility and pressure.
  • The position is for an existing vacancy, which may indicate a need for immediate contribution or turnaround.
Job score2.4/5
Benefits2/5
Freshness1/5
Career value4/5
Role clarity5/5
Pay transparency0/5

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