Formaaiinc

Formaaiinc

Account Director

Toronto, Canada · Director

Sponsorship not specifiedDetected 70 days ago
Machine LearningCRMSalesAccount ManagementForecastingSAPM&AFP&APerformance ManagementCompensationCustomer SuccessCadenceLeadershipCommunication

About the role

  • As an Account Director at Forma.ai, you are the strategic owner of a portfolio of enterprise customers from go-live forward - accountable for the full health and trajectory of those accounts across adoption, value realization, retention, and growth.
  • You sit at the intersection of trusted advisor and commercial owner: translating each customer's revenue strategy into the sales performance programs the Forma.ai platform makes possible, while owning the renewal number and the expansion pipeline.

Responsibilities

  • The QBR is the foundation of how you manage the post-sale account - the single forum where adoption, risk, and expansion all come together.
  • Own the full QBR cycle for every account - preparation, delivery, and follow-through.
  • Set the cadence (typically quarterly for most accounts, more frequent for top-tier or at-risk), confirm the right executive stakeholders are in the room, and drive the agenda from value delivered to forward commitments.
  • Treat the QBR as your forecast input - it is where you validate or update your renewal forecast, where you qualify (or disqualify) expansion opportunities, and where you confirm or escalate risk.
  • Use the QBR to build the multi-year narrative - every QBR should connect this quarter's work to the customer's 18-36 month roadmap with Forma.ai.
  • This is the document that gets pulled out during budget cycles, executive changes, and re-evaluations, and the QBR is where it gets refreshed.
  • Drive Adoption and Value Realization
  • Build and execute written account success plans tied to each customer's specific business outcomes - faster plan rollouts, lower commission errors, more accurate forecasting, better seller motivation, reduced cost of ownership.
  • Refresh these plans quarterly, tie every adoption recommendation back to the outcome it moves, and treat them as the working document between QBRs.
  • Monitor adoption signals proactively - platform usage patterns, plan complexity trends, dispute rates, time-to-deploy on changes, support ticket themes. Intervene early when leading indicators turn the wrong way, and bring the trend lines to the next QBR.

Requirements

  • 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.
  • Domain experience in Sales Performance Management, Incentive Compensation Management, Sales Operations, RevOps, or adjacent categories (CPQ, CRM, FP&A, sales planning).

Nice to have

  • Strongly Preferred

Compensation

  • Forma.ai is a Series B startup that's revolutionizing how sales compensation is designed, managed and optimized.

Benefits

  • The customer should leave the room understanding exactly what they got from Forma.ai in the last 90 days.

Company info

  • Translate platform releases into customer outcomes - when new AI-driven workflows, template-library components, or modeling capabilities ship, you connect them to the specific customers and use cases they unlock, and you drive adoption of the ones that matter most.
  • Coach customers toward best-in-class SPM practice - leveraging Forma.ai's library of case studies, frameworks, and community resources to help your customers operate at the level Autodesk, Stryker, and our other reference accounts have reached.

Visa & Work Authorization

  • Identify and de-risk churn signals early — executive sponsor changes, stalled adoption, integration friction, organizational restructures, M&A activity, or sentiment shifts in QBRs and support tickets
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This listing is sourced directly from Formaaiinc's careers page and normalized into a canonical job model.