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Forma.ai is a Series B startup revolutionizing sales compensation design, management, and optimization. The company handles billions in annual managed commissions for enterprise leaders like Edmentum, Stryker, and Autodesk.
As Account Director, you will be the strategic owner of a portfolio of enterprise customer accounts from go-live forward, accountable for adoption, value realization, retention, and expansion. You serve as both trusted advisor and commercial owner, translating customer revenue strategies into sales performance programs while owning renewal numbers and expansion pipelines.
Key responsibilities include:
**Quarterly Business Reviews (QBR) as Operating System**: Own the full QBR cycle—preparation, delivery, and follow-through—for every account. Set cadence (typically quarterly, more frequent for top-tier or at-risk accounts), confirm executive stakeholders, and drive agendas around data-driven value delivery. Build QBRs on platform usage, plan rollout velocity, commission accuracy, dispute volume, and business outcomes. Use QBRs to surface adoption gaps, risks, and expansion opportunities with written action lists and named owners. Treat QBRs as forecast inputs and build multi-year narratives connecting quarterly work to 18–36 month roadmaps.
**Drive Adoption and Value Realization**: Own post-go-live adoption journeys across Forma Operator, Architect, and Prophet. Build working understanding of customer comp plans, territory models, quota methodologies, and integrations. Create and execute written account success plans tied to specific business outcomes—faster plan rollouts, lower commission errors, improved forecasting, better seller motivation, reduced cost of ownership. Refresh plans quarterly and tie adoption recommendations to measurable outcomes. Translate platform releases into customer outcomes and drive adoption of high-impact capabilities. Monitor adoption signals proactively including platform usage, plan complexity, dispute rates, and support themes; intervene early when indicators turn negative.
You will partner with sales compensation leaders, RevOps executives, Finance, and HR stakeholders within sophisticated sales organizations, helping them maximize value from Forma.ai's platform.
