About The Team

The GTM 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 Enterprise Business Development Representative, you’ll define and execute the strategy for targeting, engaging, and qualifying enterprise and global accounts. You’ll own the top of the funnel, creating high-touch, personalized outreach that generates opportunities for our senior enterprise AEs.

Enterprise & Global Account Engagement

Identify and prioritize high-value enterprise and Fortune 500 accounts

Build and execute account-based engagement strategies tailored to CROs, CFOs, VPs of Sales Operations & VPs of Finance

Scale outbound outreach using automation and tools where appropriate, while maintaining a high-quality, personalized touch

Pipeline & Opportunity Qualification

Own the process of turning target accounts into qualified opportunities for enterprise AEs

Collaborate with Sales, Marketing, and Product to craft compelling messaging and value propositions

Track engagement metrics and continuously optimize strategies for pipeline quality and speed

Collaboration & Alignment

Work closely with the Senior Enterprise Sales Leader to align on target accounts, strategy, and qualification criteria

Work closely with marketing to identify and engage high-intent inbound leads and warm leads from marketing activities

Serve as the internal expert on account-based outreach, high-touch engagement, and qualification best practices

Partner cross-functionally to ensure smooth handoff of qualified opportunities

What We're Looking For

5+ years of experience in business development, enterprise BD, or strategic pipeline generation in B2B SaaS

Proven success engaging, qualifying, and generating opportunities for enterprise or global accounts

Experience talking to C-Suite and VPs at major global organizations (Fortune 500)

Experience with high ACV deals and long 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 senior enterprise sales 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

Description