Forma.ai is hiring an Enterprise Business Development Representative

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! About The Team The GTM team sits at the center of Forma.ai’s growth engine, directly impacting pipeline, revenue, and our reputation in the market. This team is strategic, creative, and relentlessly focused on scaling an efficient, measurable go-to-market operation. What You'll Be Doing As Enterprise Business Development Representative, you’ll define and execute the strategy for targeting, engaging, and qualifying enterprise and global accounts. You’ll own the top of the funnel, creating high-touch, personalized outreach that generates opportunities for our senior enterprise AEs. Enterprise & Global Account Engagement - Identify and prioritize high-value enterprise and Fortune 500 accounts - Build and execute account-based engagement strategies tailored to CROs, CFOs, VPs of Sales Operations & VPs of Finance - Scale outbound outreach using automation and tools where appropriate, while maintaining a high-quality, personalized touch Pipeline & Opportunity Qualification - Own the process of turning target accounts into qualified opportunities for enterprise AEs - Collaborate with Sales, Marketing, and Product to craft compelling messaging and value propositions - Track engagement metrics and continuously optimize strategies for pipeline quality and speed Collaboration & Alignment - Work closely with the Senior Enterprise Sales Leader to align on target accounts, strategy, and qualification criteria - Work closely with marketing to identify and engage high-intent inbound leads and warm leads from marketing activities - Serve as the internal expert on account-based outreach, high-touch engagement, and qualification best practices - Partner cross-functionally to ensure smooth handoff of qualified opportunities What We're Looking For - 5+ years of experience in business development, enterprise BD, or strategic pipeline generation in B2B SaaS - Proven success engaging, qualifying, and generating opportunities for enterprise or global accounts - Experience talking to C-Suite and VPs at major global organizations (Fortune 500) - Experience with high ACV deals and long sales cycles - Expertise in account-based strategies and highly personalized outreach - Experience scaling outreach and leveraging automation while maintaining a high-quality touch - Strong collaboration skills; experience working closely with senior enterprise sales leadership - Comfort using CRM, analytics, and engagement tools to manage and measure top-of-funnel activities - Excellent relationship-building, communication, and executive presence Additional Job Info: - This position is for an existing vacancy