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!
What you'll be doing:
As the VP of RevOps, you will report directly to the CEO and play a key leadership role in aligning our go-to-market (GTM) teams and strategy. Your primary focus will be on optimizing revenue generation processes, systems, and analytics to enable scalable growth across sales, marketing, and customer operations.
Key areas of responsibility include revenue strategy, GTM alignment, process optimization, data-driven insights, and ensuring the seamless execution of operational initiatives across our revenue-generating teams.
Your contributions will include:
Strategic leadership
- Act as a key member of the executive leadership team, guiding cross-functional decisions and aligning GTM strategy with company objectives.
- Design, implement, and refine a scalable RevOps structure that supports accelerated growth.
- Partner with Sales, Marketing, and Customer Success leaders to establish an integrated, data-driven approach to revenue growth.
Revenue Strategy & Analytics
- Define and drive forecasting methodologies, pipeline management, and revenue attribution.
- Develop actionable insights using revenue analytics to identify opportunities and areas for improvement across the customer lifecycle.
- Build and maintain dashboards to provide visibility into performance metrics and progress toward company goals.
Process Optimization
- Evaluate and optimize lead-to-revenue workflows across the GTM organization.
- Ensure alignment of Sales and Marketing through clear SLAs and consistent lead handoffs.
- Streamline systems and processes for increased efficiency, transparency, and scalability.
Technology Stack Management
- Oversee and optimize GTM technology tools, including Salesforce, HubSpot, 6sense, Outreach, and others.
- Ensure data integrity and consistency across all tools, enabling clear reporting and smooth workflows.
Team Leadership & Development
- Build and lead a high-performing RevOps team, fostering a culture of collaboration and continuous improvement.
- Develop and mentor team members, helping them grow and achieve their career goals.
What we're looking for:
- 10+ years of experience in Revenue Operations, Sales Operations, or a related field within SaaS/B2B environments.
- 5+ years in a senior leadership role (Director, VP, or equivalent), ideally in a high-growth or startup environment.
- Expertise in GTM process design, implementation, and optimization.
- Proficiency with tools like Salesforce, HubSpot, 6sense, or similar platforms.
- Strong analytical skills, with a proven ability to transform data into actionable insights.
- Excellent communication and leadership skills, with a track record of influencing and aligning cross-functional teams.
- A collaborative mindset, with the ability to partner with Marketing, Sales, and Customer Success to achieve shared objectives.
- Experience building and scaling RevOps teams in a fast-paced environment.
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 brilliant any one of us is, we always play nice with one another – no exceptions.
- Be precise. Be relentless. We believe complacency breeds failure, so we set new goals as quickly as we achieve them. We persist in the face of adversity, learn from our mistakes, and push each other to continuously improve. The status-quo is kryptonite.
- Love our tech. Love our customers. Our platform solves a very complex problem in a currently underserved market. While everyone at Forma isn’t customer-facing, we’re all customer-focused. Maybe even slightly customer-obsessed.
Our commitment to you:
At Forma.ai, we’re diverse by design. We’re committed to having a workforce that reflects the communities in which we live and work. We also aim to have a barrier-free recruitment and selection process. We’ll work with applicants requesting accommodation at any stage of the hiring process.
We know that applying to a new role takes a lot of effort. You're encouraged to apply even if your experience doesn't precisely match the job description. There are many paths to a successful career and we’re looking forward to reading yours.
Please note all interviews are currently being conducted virtually.
We thank all applicants for their interest.
