Sales Operation & Marketing Manager

Job Title: Sales Operations & Marketing Manager

Classification: Exempt

***Junior level: 80k+, Senior level/Manager: 100k-140k (commensurate to years of experience)

What We Do

Forma is a next-generation Contract Development and Manufacturing Organization (CDMO) based in Irvine, California. The company was recently formed through the acquisition of the Irvine operations from BioDuro and is operating as a newly established, independent entity. As a result, Forma’s standalone online presence is still being built.

We are a lean, entrepreneurial organization of approximately 60 employees focused on drug product development and manufacturing for pharmaceutical and biotechnology clients.

Why Forma?

Unlike large, highly layered organizations, Forma operates with a hands-on, execution-driven model. Our teams work closely across functions to solve complex technical and operational challenges, move quickly, and deliver consistently high-quality results.

Employees at Forma are expected to take on meaningful responsibility, collaborate directly with colleagues and clients, and contribute to building scalable systems and processes as the company grows. This is an environment well suited to individuals who value autonomy, technical excellence, and the opportunity to help shape a growing organization.

Job Overview/Summary

Reporting into the President, the Sales Operations & Marketing professional will be the driving force in supporting and optimizing our sales operations engine. This role sits at the intersection of sales, marketing, and business development, ensuring pipeline visibility, operational efficiency, and data-driven decision-making across the customer lifecycle.

The ideal candidate has experience supporting complex B2B sales cycles preferably in life sciences, CRO/CDMO/CRDMO, or technical services and is comfortable working cross-functionally with sales, scientific teams, leadership, and external partners. This role will be a great opportunity to build out new business systems and implement cutting edge strategies. If you are excited to work in an environment where you can build and grow a company, we would love to speak to you!

Essential Functions and Responsibilities

Sales Operations

• Own and optimize the CRM system (Salesforce, etc), ensuring accurate pipeline tracking, forecasting, and reporting
• Build and maintain sales dashboards, KPIs, and performance metrics (pipeline health, conversion rates, win/loss analysis, sales cycle time)
• Support territory planning, account segmentation, and opportunity prioritization
• Partner with sales leadership to improve forecasting accuracy and sales process efficiency
• Maintain pricing tools, proposal workflows, and contract support processes in collaboration with finance and legal
• Ensure data integrity across commercial systems and reporting tools

Marketing Operations & Execution

• Execute and track marketing campaigns supporting lead generation, account-based marketing (ABM), and brand awareness
• Manage inbound lead routing, scoring, and handoff to sales
• Support development of marketing collateral (presentations, case studies, one-pagers, technical brochures)
• Coordinate conference, trade show, and industry event logistics and ROI tracking
• Analyze campaign performance and optimize spend, messaging, and channel mix

Cross-Functional Collaboration

• Act as the commercial operations liaison between sales, marketing, scientific teams, and executive leadership
• Support strategic planning initiatives with data analysis and market insights
• Enable consistent messaging and positioning across the commercial organization
• Assist in customer lifecycle management from lead through contract execution

· This job description is subject to change at any time.

Requirements

• Bachelor’s degree in business, marketing, life sciences, or a related field
• 3–7+ years of experience in sales operations, marketing operations, or commercial operations
• Experience supporting B2B sales in life sciences, CRO/CDMO/CRDMO, biotech, or pharmaceutical services
• Strong CRM and reporting experience (Salesforce preferred)
• Advanced Excel/Google Sheets skills; comfort working with dashboards and analytics
• Excellent organizational, communication, and stakeholder management skills

Preferred

• Experience with long, technical sales cycles and enterprise accounts
• Familiarity with GMP, GLP, or GCP environments
• Experience with marketing automation tools (HubSpot, Marketo, Pardot)
• Exposure to pricing models for research, development, or manufacturing services

Benefits

We offer full health benefits, paid vacation and sick leave, an aggressive bonus structure, and market-competitive salaries to all our employees. In addition, Forma provides employees with a variety of engaging employee and community outreach events. We strive to reward and promote employees who exhibit our values of Accountability, Respect, Tenacity, Results and Integrity.

EOE and Accommodation

We value diversity and are proud to be an Equal Opportunity and Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, pregnancy, citizenship, marital status, gender expression, genetic information, political affiliation, or any other characteristic protected by law. Forma provides reasonable accommodation in job application procedures for qualified individuals with disabilities and disabled veterans. If you need accommodation in connection with the recruiting process due to a disability, you may use the alternative methods by emailing [email protected]. If you are selected to interview for a position, you may also request an accommodation with our team directly.

Notice to Agency and Search Firm Representatives

Forma is not accepting unsolicited resumes from agencies and/or search firms for this job posting. Resumes submitted to any Forma employee by a third-party agency and/or search firm without a valid written & signed search agreement, will become the sole property of Forma. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral.