Principal Consultant - Sales Effectiveness

Forma.ai is hiring a Principal Consultant, Sales Effectiveness to transform how enterprises design, roll out, and manage territories and quotas using our Territory and Quota Management (TQM) suite of products. We're looking for someone who brings real-world perspective on designing, implementing, and rolling out robust enterprise sales planning solutions, across territories, quotas and incentives.

Reporting to the Chief of Staff & Head of Sales Planning Products, you'll help shape our sales planning solutions and take them to market. You'll work closely with customers to implement the solution, optimize their processes, and drive adoption, leading engagements from high-level objective setting and modeling through to rollout. You'll work closely with Customers, Senior Leadership at Forma, and Product Engineering teams to shape requirements, share what you're seeing in the field, and influence what we build.

This role is for someone with practical, hands-on experience in sales planning. You should be comfortable leading sales planning solution design from objective setting through rollout and adoption. A background in management or technology consulting is heavily preferred. We are looking for someone that is willing to take extreme ownership, can operate at a senior level with customers and leadership, and are willing to get into the details to help build a market leading product.

The role’s key responsibilities are listed below:

• Lead the implementation of enterprise level sales planning solutions (territory and quota) for new and existing Forma.ai customers. From requirement gathering, to system and process redesign, to roll-out and change management.
• Act as a strategic partner to customers to optimize their sales planning processes and get the most out of the Forma.ai platform
• Contribute to product requirements and feature prioritization for territory design, quota setting, territory management, and related capabilities. Translate input from customers, leadership, and your own experience into product needs
• Support sales and marketing efforts for our sales planning solution, scoping solutions, supporting proof-of-concepts, and helping prospective customers understand what's possible
• Operate with high ownership, driving clarity, making decisions, and moving forward in ambiguity

What we're looking for:

• Experience in sales effectiveness, territory & quota planning, or sales incentives, whether as a consultant, solutions architect, RevOps professional, or in an SPM-related role
• 6+ years of progressive experience. A background in management or technology consulting is heavily preferred. You've owned executive client relationships, run discovery and design workshops, and delivered recommendations that executives acted on
• You're hands-on with the details - comfortable building out analytics and models yourself, not just reviewing someone else's work
• You can communicate at multiple altitudes - presenting to a CRO one hour, working through model logic with an analyst the next
• You want to turn what you've learned in the field into product: spotting patterns across customers and shaping better tooling

Additional Job Info:

• This position is for an existing vacancy