Account Director

Responsibilities

• Own the full QBR cycle for enterprise accounts, including preparation, delivery, and follow-through
• Drive platform adoption and value realization across the product suite
• Manage end-to-end renewals, including forecasting, negotiation, and closing
• Identify and close expansion opportunities through systematic account mapping and pipeline management
• Act as the voice of the customer to internal Product and Engineering teams
• Maintain rigorous account hygiene within CRM and customer success platforms

Requirements

• 5–8+ years of experience in account management or customer success in B2B SaaS
• Proven track record of managing renewal numbers and expansion pipelines
• Experience navigating complex enterprise stakeholder maps (Sales, RevOps, Finance, HR)
• Strong commercial instinct and ability to build business cases for executive buyers
• Excellent executive communication skills
• Analytical fluency with proficiency in spreadsheets and CRM tools

Preferred Qualifications

• Domain experience in Sales Performance Management or Incentive Compensation Management
• Familiarity with sales compensation concepts like quota setting, accelerators, and territory design
• Experience with managed-service or hybrid software-and-service offerings
• Background in management consulting or sales operations

About the Company

Forma.ai is a Series B startup revolutionizing how sales compensation is designed, managed, and optimized. The platform handles billions in annual managed commissions for market leaders like Edmentum, Stryker, and Autodesk.