Enterprise Business Development Representative

Back to jobsEnterprise Business Development RepresentativeToronto, CanadaApplyAbout 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 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 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...