Account Director

About Forma.ai

Forma.ai is a Series B startup transforming sales compensation design, management, and optimization. Managing billions in commissions annually for leaders such as Edmentum, Stryker, and Autodesk, the company is driven by a vision to redefine how sales intelligence informs business strategies. Forma.ai seeks motivated individuals eager to contribute to significant innovation.

Role Overview

The Account Director oversees a portfolio of enterprise customers post-go-live, ensuring account health, value realization, adoption, retention, and growth. Acting as both a trusted advisor and business owner, this role translates client revenue strategies into optimized sales performance programs via the Forma.ai platform, while owning renewals and expansion pipelines. The position collaborates with sales compensation, RevOps, Finance, and HR stakeholders within leading sales organizations.

Key Responsibilities

• Manage Quarterly Business Reviews (QBRs) end-to-end as the core mechanism for post-sale account management, coordinating executive stakeholder engagement, demonstrating delivered value, identifying risks, and aligning on next steps.
• Develop data-driven QBR presentations focusing on platform metrics such as usage, plan rollouts, accuracy, disputes, deployment timelines, and customer outcomes.
• Use QBRs to shape renewal forecasts, validate expansion opportunities, and address risks while building multiyear strategic narratives aligned with client roadmaps.
• Drive adoption journeys for Forma Operator, Architect, and Prophet, tailoring success plans to each customer's comp plans, territory models, quota management, and integrations.
• Translate new platform features and AI-driven tools into targeted customer value propositions and foster their timely adoption.
• Monitor adoption KPIs proactively and intervene early to mitigate risks, utilizing support ticket trends and usage analytics.
• Provide guidance on best practices in Sales Performance Management using case studies and community resources.
• Lead renewal processes with accurate forecasting, contract negotiation, and timely closure, proactively identifying churn risks and deploying recovery plans involving internal cross-functional teams.
• Handle contraction discussions sensitively, preserving long-term relationships and expansion potential.
• Defend against competitive threats by understanding client evaluation histories and differentiating Forma.ai's offerings effectively.
• Continuously identify and pursue expansion opportunities across business units, geographies, product modules, and adjacent use cases, maintaining a dynamic account map and pipeline.
• Collaborate closely with Sales on net-new business within accounts and drive pricing and packaging discussions to balance growth and margin protection.
• Act as the customer advocate internally, communicating customer insights to Product, Engineering, and Customer Operations to shape the product roadmap.
• Build and nurture customer advocacy through references, case studies, community events, and analyst interactions.
• Maintain meticulous account data hygiene including stakeholder maps, success plans, renewal timelines, risk registers, and forecast data within CRM and success platforms.
• Coordinate with Sales, Finance, Marketing, and Product teams on renewals, contracts, marketing initiatives, and feedback loops.
• Conduct regular client engagement cadences between QBRs through working sessions, executive touchpoints, and ad-hoc meetings aligned with planning cycles.

Qualifications

• Minimum 5 to 8 years of experience in account management, customer success, or strategic account leadership within B2B SaaS, with proven success in renewals and expansion.
• Demonstrable commercial ownership of renewal targets and expansion pipelines, with concrete examples of closed deals and risk mitigation approaches.
• Experience engaging with complex enterprise stakeholder landscapes across Sales, RevOps, Finance, HR, and IT.
• Strong commercial acumen to identify and justify expansion opportunities to executive buyers.
• Exceptional communication skills for executive-level QBR facilitation including written, verbal, and presentation competency.
• Analytical proficiency to interpret product data, construct compelling value narratives, and leverage CRM and customer success technologies.
• Empathy paired with assertiveness to advocate for customer success while challenging constructively when needed.

Preferred Skills and Background

• Domain expertise in Sales Performance Management, Incentive Compensation Management, Sales Operations, RevOps, or related fields such as CPQ, CRM, FP&A, and sales planning.
• Practical knowledge of sales compensation mechanisms like quota setting, crediting rules, accelerators, and territory design.
• Experience with SaaS offerings that combine software tools with managed services focused on outcome delivery.
• Background in consulting, sales effectiveness, or sales operations prior to SaaS roles.

Additional Information

• This recruitment is for an existing vacancy.
• The salary band ranges from $100,000 to $120,000 base salary, complemented by commissions and bonuses.
• Employees benefit from a stock ownership plan tied to company success.
• Comprehensive healthcare including medical, dental, vision, disability, life insurance, and paid parental leave is provided.
• A personal training stipend of $750 annually supports continuous learning and development.
• Growth opportunities exist for career advancement as either an individual contributor or leadership.

Company Values

• Collaborative culture valuing genuine personal connections and teamwork across diverse life circumstances.
• Commitment to precision, relentless improvement, and rejecting complacency.
• Deep passion for the technology and strong customer focus with a commitment to solving complex market challenges.

Diversity & Recruitment Practices

Forma.ai does not utilize artificial intelligence technologies in recruitment processes such as screening or shortlisting candidates. The company is an equal opportunity employer dedicated to fostering diversity and inclusivity including accommodation for accessibility requests confidentially. Candidates are encouraged to apply even if their backgrounds do not exactly match the requirements, recognizing multiple paths to success.