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Forma.ai

Business Development Representative

Toronto, ON, Canada

Full-time

Apply About employer

Applications open in a new tab.

Job details

Job type: Full-time
Apply by: Nov 29, 2026
Experience: 1-2 years of experience in business development, enterprise BD, or strategic pipeline generation in B2B SaaS
Posting language: English
Posted: Oct 30, 2026

Original job description

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!

About the Team

The go-to-market 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 a Business Development Representative, you’ll help create new opportunities and build pipeline for Forma.ai. You’ll work closely with Sales and Marketing to identify the right prospects, engage decision-makers, and turn interest into qualified sales opportunities.

Outbound & Prospecting

Research target accounts and identify key stakeholders across Sales, Revenue Operations, HR, and Finance

Execute personalized outbound outreach across email, phone, LinkedIn, and other channels

Test and iterate on messaging, sequences, and outreach tactics to improve engagement and conversion

Qualification & Pipeline

Qualify prospects to understand their priorities, challenges, and potential fit for Forma.ai

Book qualified meetings and create new pipeline for our Account Executives

Use CRM and sales engagement tools to manage activity, track engagement, and stay organized

Sales & Marketing Collaboration

Partner closely with Account Executives on target accounts, messaging, and outreach

Follow up with inbound leads, event attendees, and prospects engaged through marketing programs

Work with Marketing to turn account engagement and intent signals into targeted outreach

What We're Looking For

1-2 years of experience in business development, enterprise BD, or strategic pipeline generation in B2B SaaS

Proven success engaging, qualifying, and generating sales opportunities

Experience talking to senior leaders at large organizations

Experience with high ACV deals and 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 GTM 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
Compensation: 60K base salary; 90K OTE

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.

Apply About employer

More about this job

Responsibilities

Research target accounts and stakeholders, conduct personalized multichannel outreach, and qualify prospects to create pipeline and book meetings for Account Executives. Collaborate with Sales and Marketing on account strategy, inbound follow-up, messaging, and outreach informed by engagement and intent signals.

Requirements

Candidates should have 1–2 years of experience in business development, enterprise business development, or strategic pipeline generation in B2B SaaS, with a record of engaging prospects and generating qualified opportunities. The role also calls for experience with senior leaders, high-value deals and long sales cycles, account-based outreach, automation, CRM and engagement tools, and strong communication and collaboration skills.

Skills

Business Development
B2B SaaS
Enterprise Prospecting
Account-Based Strategies
Personalized Outreach
Lead Qualification
Pipeline Generation
Sales Communication
Executive Relationship Building
CRM Management
Sales Engagement Tools
Analytics
Email Outreach
Phone Outreach
LinkedIn Outreach
Sales and Marketing Collaboration

Benefits

Employee Stock Ownership Plan
Medical Insurance
Dental Insurance
Vision Insurance
Disability Insurance
Life Insurance
Paid Parental Leave
Annual Training Stipend
Career Growth Opportunities

Visa sponsorship

Not detected in the job text

Keywords

Business Development
B2B SaaS
Go-to-Market
Pipeline Generation
Enterprise Sales
Account-Based Strategies
Target Account Research
Stakeholder Identification
Personalized Outreach
Email
Phone
LinkedIn
Prospect Qualification
Account Executives
CRM
Sales Engagement Tools
Analytics
Outreach Automation
Inbound Leads
Marketing Programs
Intent Signals
High ACV Deals
Long Sales Cycles
Sales Compensation
Sales Intelligence

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