Account Director

Back to jobsAccount DirectorToronto, 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 Role As an Account Director at Forma.ai, you are the strategic owner of a portfolio of enterprise customers from go-live forward — accountable for the full health and trajectory of those accounts across adoption, value realization, retention, and growth. You sit at the intersection of trusted advisor and commercial owner: translating each customer's revenue strategy into the sales performance programs the Forma.ai platform makes possible, while owning the renewal number and the expansion pipeline. You partner with sales compensation leaders, RevOps executives, Finance, and HR stakeholders inside some of the world's most sophisticated sales organizations, and you help them get the absolute most out of Operator, Architect, and Prophet. What You'll Do Run the Quarterly Business Review as Your Operating System The QBR is the foundation of how you manage the post-sale account — the single forum where adoption, risk, and expansion all come together. It is the moment you sit across from executive stakeholders, prove value delivered, surface what isn't working, and align on commitments for the next 90 days. Everything between QBRs is either preparing for the next one or executing on the last one. • Own the full QBR cycle for every account — preparation, delivery, and follow-through. Set the cadence (typically quarterly for most accounts, more frequent for top-tier or at-risk), confirm the right executive stakeholders are in the room, and drive the agenda from value delivered to forward commitments. • Build every QBR around data, not slideware — platform usage, plan rollout velocity, commission accuracy, dispute volume, time-to-deploy on changes, and the specific business outcomes the customer set out to achieve. The customer should leave the room understanding exactly what they got from Forma.ai in the last 90 days. • Use the QBR to surface and close on the next 90 days — the adoption gaps you'll close, the risks you're tracking, the expansion conversations you're opening, and the executive commitments you need from the customer to make any of it happen. Every QBR ends with a written, mutually-agreed action list with named owners and dates. • Treat the QBR as your forecast input — it is where you validate or update your renewal forecast, where you qualify (or disqualify) expansion opportunities, and where you confirm or escalate risk. The forecast is only as good as the conversations the QBR generates. • Use the QBR to build the multi-year narrative — every QBR should connect this quarter's work to the customer's 18–36 month roadmap with Forma.ai. This is the document that gets pulled out during budget cycles, executive changes, and re-evaluations, and the QBR is where it gets refreshed. Drive Adoption and Value Realization • Own the post-go-live adoption journey for every customer across Forma Operator, Architect, and Prophet. Build a working understanding of each customer's comp plans, territory model, quota methodology, and integration footprint so you can speak fluently to what's deployed and what isn't yet. • Build and execute written account success plans tied to each customer's specific business outcomes — faster plan rollouts, lower commission errors, more accurate forecasting, better seller motivation, reduced cost of ownership. Refresh these plans quarterly, tie every adoption recommendation back to the outcome it moves, and treat them as the working document between QBRs. • Translate platform...