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Director, SPM Implementation at Forma.ai · Katori

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!

Director, SPM Implementation

About the Team

The Customer Operations team partners with new and existing customers to implement and optimize the company’s platform, ensuring clients maximize the revenue-driving potential of their sales compensation programs. The team leads complex implementations, drives operational excellence, and continuously evolves Sales Performance Management (SPM) processes through data-driven insights and scalable platform solutions.

As a Director of Implementation, you will lead the strategic direction of implementation and customer onboarding across a portfolio of enterprise customers. You will oversee implementation teams, guide architectural design of customer solutions, and collaborate closely with Product, Engineering, and Revenue teams to ensure the platform evolves in alignment with customer needs and business priorities.

If you’re passionate about building high-performing teams, driving customer impact through data and technology, and shaping the future of sales operations, we’d love to hear from you.

What You'll Be Doing

Leadership & Strategy

Define and lead the implementation strategy and operational framework for onboarding and scaling customer deployments.
Build, mentor, and lead a high-performing implementation team, establishing best practices, processes, and standards for delivery excellence.
Partner with executive leadership to align customer implementation strategy with company growth and product roadmap priorities.
Establish KPIs and success metrics for implementation performance, customer outcomes, and operational efficiency.

Customer & Stakeholder Leadership

Serve as a senior strategic advisor to executive and senior client stakeholders, guiding customers on how to optimize their sales compensation programs and operational processes.
Oversee a portfolio of complex and enterprise customer relationships, ensuring successful implementations, renewals, and long-term value realization.
Develop a deep understanding of each client’s business model, revenue strategy, and sales performance management framework.

Platform Architecture & Implementation Oversight

Guide the architectural design of customer implementations, translating complex data structures, business rules, and compensation models into scalable platform configurations.
Oversee the design of commission engine architecture, rules logic, and data pipelines to support accurate and scalable compensation processes.
Ensure implementations adhere to best practices for data architecture, governance, and system scalability.

Cross-Functional Collaboration

Partner closely with Product and Engineering leadership to translate customer needs and implementation insights into product improvements and new platform capabilities.
Influence the product roadmap by advocating for features that drive automation, scalability, and improved customer outcomes.
Collaborate with Sales, Customer Success, and Revenue Operations teams to ensure a seamless customer lifecycle experience.

Sales Performance Management Expertise

Act as a thought leader in Sales Performance Management (SPM), advising customers on best practices for:

incentive compensation plan design
quota setting
crediting rules
commission operations
payroll processes

Identify opportunities to improve and modernize customer SPM processes through automation and analytics.

What We're Looking For

Education or background in Engineering, Commerce, Mathematics, Statistics, or a related analytical field
8–12+ years of relevant experience, including leadership experience in implementation, consulting, revenue operations, or analytics-driven SaaS environments
Experience with Sales Incentive Compensation or Sales Performance Management (SPM) platforms
Proven experience building and leading implementation or customer operations teams in a SaaS or enterprise technology environment
Strong experience working with large datasets and complex data architectures
Deep understanding of system workflows, data modeling, and platform configuration
Strong analytical mindset with the ability to translate business needs into scalable technical solutions
Demonstrated ability to lead cross-functional initiatives and influence senior stakeholders
Excellent organizational, communication, and executive presentation skills
Advanced proficiency with Excel and analytical tools for data profiling, segmentation, and modeling

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 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.

Use of AI for Recruitment

Currently, Forma.ai does not use artificial intelligence as part of our recruitment process, specifically but not limited to the screening, filtering and shortlisting of applicants.

Our commitment to you:

Forma is a proud equal opportunity employer that is committed to creating a diverse and inclusive work environment. Every effort to accommodate candidates for accessibility will be made upon request. Information received related to accommodations will be addressed confidentially. 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.

We thank all candidates for their interest however only qualified applicants will be shortlisted.