Account Director

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! 

We’re looking for an experienced Account Director to own and grow strategic customer relationships across our highest-value accounts. This person will serve as a trusted advisor to executive stakeholders, drive long-term account growth, and ensure customers realize measurable business impact from our platform.

This is a highly cross-functional and externally facing role that combines strategic account leadership, commercial ownership, executive communication, and operational excellence.

The ideal candidate has experience managing complex enterprise relationships, leading renewals and expansions, navigating executive stakeholders, and partnering closely with Sales, Product, Operations, and Customer Success teams.

• →Own a portfolio of strategic and enterprise customer accounts
• →Build executive-level relationships with customer stakeholders and decision makers
• →Develop and execute account growth strategies across renewals, expansion, and upsell opportunities
• →Act as the senior escalation point for complex customer issues and strategic initiatives
• →Lead quarterly business reviews (QBRs), executive presentations, and account planning sessions
• →Partner with Solutions Engineering, Product, and Operations teams to drive customer outcomes
• →Identify opportunities to improve retention, product adoption, and overall account health
• →Forecast revenue opportunities and manage account pipeline accurately
• →Mentor and support junior account managers as the organization scales
• →Influence internal roadmap discussions based on customer feedback and market trends
• →Drive cross-functional coordination to ensure successful customer delivery and execution

• 7+ years of experience in Account Management, Customer Success, Consulting, or Strategic Partnerships
• Experience managing large enterprise or strategic accounts in a SaaS or technology environment
• Strong executive presence and communication skills
• Proven track record of growing customer revenue through renewals and expansion
• Experience navigating complex customer organizations and multiple stakeholder groups
• Ability to operate autonomously in a fast-paced environment
• Strong commercial acumen and strategic thinking abilities
• Comfortable leading customer-facing discussions with senior executives
• Experience working cross-functionally with Sales, Product, Engineering, and Operations teams

• Experience in high-growth startup environments
• Background supporting technical or operational products
• Experience with enterprise procurement and contract negotiations
• Familiarity with CRM and customer success platforms

• This position is for an existing vacancy

• 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. ­ 

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.  

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.