Forma.ai

• Own and execute the full sales cycle, from prospecting (collaborating with BD) to close, for enterprise-level accounts • Engage senior executives (CROs, CFOs, RevOps leaders) to position Forma.ai as a strategic partner in sales performance optimization • Develop tailored sales strategies to penetrate key accounts and expand existing relationships • Consistently achieve and exceed sales targets through disciplined pipeline management and forecasting • Leverage data-driven insights to identify high-potential opportunities and accelerate deal velocity • Collaborate with BD and Marketing to drive qualified leads and create multi-threaded sales opportunities • Master the Forma.ai sales methodology to drive repeatable success across complex sales cycles • Ensure seamless handoff between sales and implementation teams for a world-class customer experience • Optimize sales processes to reduce friction and increase efficiency in deal execution • Utilize our revenue technology stack to track, manage, and optimize sales performance • Leverage AI-powered insights to refine outreach strategies and personalize prospect engagement • Partner closely with Marketing, RevOps, and Customer Operations to ensure alignment in messaging, lead flow, and customer onboarding • Act as the voice of the customer, providing feedback to Product and Engineering to influence roadmap priorities

Role Description The Customer Operations team is at the heart of Forma.ai's mission. This team has a direct impact on the growth of Forma.ai. They are results-driven and solutions-minded. The Customer Operations team works closely with our customers, helping them to understand and take advantage of all the features Forma.ai offers and ensuring that they get the most value from the platform. What you'll be doing: - Reporting & Dashboarding: - Design, maintain, and enhance dashboards in BI tools (e.g., Looker Studio, Salesforce/HubSpot reports) to monitor marketing campaign performance, sales pipeline health, lead flow, and conversion metrics. - Automate recurring reports and implement self-serve analytics capabilities for GTM teams. - Data Analysis & Insights: - Analyze funnel performance from top-of-funnel marketing campaigns to bottom-of-funnel sales outcomes. - Provide regular insights into key KPIs like campaign ROI, customer acquisition cost (CAC), and attribution across channels. - Support A/B testing initiatives, sales activity analysis, and segmentation strategies. - Scripting & Automation: - Write Python and SQL scripts to extract, clean, and structure data from external sources (e.g., job boards, press releases, M&A feeds, web scraping APIs). - Build automated enrichment pipelines to augment CRM and marketing data with third-party insights (e.g., firmographics, hiring activity, technology stack, funding events). - Data Quality & Tooling: - Take ownership of data cleanliness and integrity across GTM systems (e.g., Salesforce, HubSpot, Databricks), including investigating issues, proposing solutions, and manually resolving historical data problems when necessary. - Maintain and improve key GTM logic — including lead scoring models, lifecycle stage transitions, attribution frameworks, and related automation rules — ensuring they are well-defined, consistent, and actionable. Qualifications - Background in Engineering, Commerce, Mathematics and/or Statistics. - Natural curiosity about AI and emerging technologies — especially where they intersect with automation, data, and workflow orchestration across the GTM stack. - Familiarity with B2B go-to-market motions and how to measure their effectiveness. - Experience in report building, data analysis and workflow automation within a GTM tech stack (e.g., Salesforce, HubSpot, Gong, BI tools). - Proficiency in SQL or Python and familiarity with at least one BI tool (e.g., Power BI, Looker, Tableau). - 3-5 years of related experience. - High achiever with a strong sense of ownership. - Ability to take ownership and run tasks in a fast-paced and evolving environment. Our Values - Work well, together. - Be precise. Be relentless. - Love our tech. Love our customers. Our Commitment to You Forma is a proud equal opportunity employer that is committed to creating a diverse and inclusive work environment. Every effort to accommodate candidates for accessibility will be made upon request. Information received related to accommodations will be addressed confidentially. 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 candidates for their interest; however, only qualified applicants will be shortlisted.

• Lead the implementation of enterprise level TQM models • Own product requirements and feature prioritization for territory design, quota setting, territory management, and related capabilities • Help customers design and evaluate territory and quota models • Translate input from customers, leadership, and your own experience into user flows and product ideas • Partner with engineering to shape features, refine requirements, and make prioritization tradeoffs • Gather and synthesize feedback from customers and senior leadership • Communicate product vision and roadmap to internal teams and customers • Operate with high ownership—driving clarity, making decisions, and moving forward in ambiguity • Create lightweight wireframes and prototypes to quickly validate ideas