Principal SPM Architect- Territory and Quota Planning

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 do:

Forma.ai is hiring a Principal SPM Architect- Territory and Quota Planning to lead our suite of TQM tools. We’re looking for a domain expert who brings real-world perspective on designing, implementing, and rolling out territories and quotas for mid-sized and enterprise organizations.

Reporting to the CTO, you will help shape our TQM product end to end. You’ll work closely with engineering leads, customers, and senior leadership at Forma to define product strategy, shape requirements, and prioritize what we build.

This role is for someone with deep, practical experience in TQM. If you wouldn’t feel comfortable leading a territory and quota implementation—from high-level objective setting and modeling through to rollout and adoption—this likely isn’t the right fit.

You’ll also contribute to building our product roadmap but don’t need formal product management experience (though it’s a plus). What matters most is that you’re organized, collaborative, thoughtful, and a clear communicator who can translate complex domain knowledge into great product decisions.

The role’s key responsibilities are listed below:

• Lead the implementation of enterprise level TQM models
• Own product requirements and feature prioritization for territory design, quota setting, territory management, and related capabilities
• Help customers design and evaluate territory and quota models
• Translate input from customers, leadership, and your own experience into user flows and product ideas
• Partner with engineering to shape features, refine requirements, and make prioritization tradeoffs
• Gather and synthesize feedback from customers and senior leadership
• Communicate product vision and roadmap to internal teams and customers
• Operate with high ownership—driving clarity, making decisions, and moving forward in ambiguity
• Create lightweight wireframes and prototypes to quickly validate ideas

What we're looking for:

• You have deep domain experience in territory and quota planning as a consultant, solutions architect, engineer, revops role or SPM related role
• Hands on experience implementing and rolling out large scale TQM models
• You’re excited to apply that expertise to build better tooling
• You’re comfortable owning a TQM implementation end to end
• Experience managing enterprise clients
• You’re collaborative and enjoy working cross-functionally
• You’re pragmatic, decisive, and outcomes-focused
• You’re a strong written and verbal communicator