Principal Consultant, Sales Effectiveness

About Forma.ai:

Forma.ai is a Series B startup that's revolutionizing how sales compensation is designed, managed and optimized. We handle billions in annual managed commissions for market leaders like Edmentum, Stryker, and Autodesk. 

Our growth has been fuelled by our passion for fundamentally changing and shaping how companies use sales intelligence to drive business strategy.  

We’re welcoming equally driven individuals who are excited about creating something big!

What you'll do:

Forma.ai is hiring a Principal Consultant, Sales Effectiveness to lead our suite of Territory and Quota Management (TQM) tools. We’re looking for a domain expert who brings real-world perspective on designing, implementing, and rolling out territories and quotas for mid-sized and enterprise organizations.

Reporting to the CTO, you will help shape our TQM product end to end. You’ll work closely with engineering leads, customers, and senior leadership at Forma to define product strategy, shape requirements, and prioritize what we build.

This role is for someone with deep, practical experience in TQM. If you wouldn’t feel comfortable leading a territory and quota implementation—from high-level objective setting and modeling through to rollout and adoption—this likely isn’t the right fit.

You’ll also contribute to building our product roadmap but don’t need formal product management experience (though it’s a plus). What matters most is that you’re organized, collaborative, thoughtful, and a clear communicator who can translate complex domain knowledge into great product decisions.

The role’s key responsibilities are listed below:

• 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

What we're looking for:

• You have deep domain experience in territory and quota planning as a consultant, solutions architect, engineer, revops role or SPM related role
• Hands on experience implementing and rolling out large scale TQM models
• You’re excited to apply that expertise to build better tooling
• You’re comfortable owning a TQM implementation end to end
• Experience managing enterprise clients
• You’re collaborative and enjoy working cross-functionally
• You’re pragmatic, decisive, and outcomes-focused
• You’re a strong written and verbal communicator

Additional Job Info:

• This position is for an existing vacancy
• Salary range: $170K - $200K CAD

What you can expect from us

Meaningful compensation. In addition to your base salary, you’ll join our employee stock ownership plan to further recognize your contributions to Forma.ai’s success.

Healthcare coverage. We have a full benefits package that includes medical, dental, vision, disability and life insurance, and a paid parental leave program.

Learning and development. Access the resources you want to help you grow in your role by utilizing our $750 yearly training stipend.

Growth. You’ll have a huge opportunity to build a career for yourself and gain the type of experience you’re looking for, whether that’s as an individual contributor or as a people leader.

Our Values:

• Work well, together. We’re real. We have kids and pets. Mortgages and student loans. We’re in this together, so no matter how brilliant any one of us is, we always play nice with one another – no exceptions.
• Be precise. Be relentless. We believe complacency breeds failure, so we set new goals as quickly as we achieve them. We persist in the face of adversity, learn from our mistakes, and push each other to continuously improve. The status-quo is kryptonite.
• Love our tech. Love our customers. Our platform solves a very complex problem in a currently underserved market. While everyone at Forma isn’t customer-facing, we’re all customer-focused. Maybe even slightly customer-obsessed. ­

Use of AI for Recruitment

Currently, Forma.ai does not use artificial intelligence as part of our recruitment process, specifically but not limited to the screening, filtering and shortlisting of applicants.  

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.