We invest in people who change the way the world works.

Interested in working with them?
Tell us about your professional DNA and get discovered by the amazing companies in our network.

Manager, Sales Development



Sales & Business Development
United States
Posted on Thursday, March 21, 2024

About Forma

The market for employee benefits is broken. Companies spend millions annually on employee benefits that employees neither value nor regularly use. Founded in 2017, Forma set out to build a better model by challenging traditional one-size-fits-all approaches.

Forma’s flexible benefits software helps companies offer competitive benefits packages while reducing costs and inefficiencies, by giving employees more choice and flexibility in how they spend their benefit allowances. The platform also saves HR professionals countless hours managing and supporting various point solutions.

Using Forma, companies can select from a suite of products that include Lifestyle Spending Accounts, Health Spending Accounts, Health Reimbursement Arrangements, Flexible Spending Accounts, and more to design and deliver customized benefits programs–all through a single platform. Employees then have three choices to spend account funds: The Forma Store with discounted products and services, The Forma Visa Card, or claim reimbursement backed by Forma’s world-class member support team.

Forma has helped hundreds of the world’s most admired companies, including Stripe, Zoom, Lululemon, and Affirm, design and support flexible, inclusive benefits programs for nearly a million employees. And, we are seeing great success with 98% customer retention, 75 NPS, and 98 CSAT ratings from members.

Forma is backed by Emergence Capital and Ribbit Capital and has received numerous awards for its exponential growth, its software innovation, and as a “Great Place to Work.”

About the Role

As the Manager, Sales Development, you will lead, inspire and manage a team of BDRs focused on proactive outbound efforts. Our ideal candidate is someone who is results oriented and passionate about driving a performance culture.

As a member of the Sales Leadership team, you will help refine our strategy to attract even more customers onto our platform. Additionally you will be the connective tissue between sales and marketing teams. This role will be part of the Revenue team where our goal is to drive enterprise demand and educate the market on a new way of thinking about benefits.

You Will

  • Lead and inspire a team of top achievers with bias towards action, accountability and performance

  • Contribute creative ideas and best-practices to help the organization’s goal to be best-in-class

  • Work in sync with the marketing, sales, and BDR teams to drive top of funnel growth

  • Provide clear visibility on pipeline performance by accurately managing team metrics and providing monthly forecasts on pipeline generation.

  • Create onboarding strategy for BDR teams, and ongoing enablement of existing BDRs

  • Pursue continuing expertise on evolving industry trends

Preferred Skills

  • 2+ years of direct Sales Development management experience

  • SaaS experience, selling into Enterprise is a plus

  • Proven success in a fast paced startup environment

  • Experience pulling data from Salesforce & other tools to drive business decisions

  • Collaboration with Marketing to generate leads

  • Experience driving a targeted outbound BDR prospecting strategy (e.g targeted accounts, ABM strategy)

  • Experience in a value based sales process

Benefits and Perks

  • Remote-first working environment

  • Medical, dental and vision insurance plans

  • Employee wellness program

  • One-time home office stipend

  • 401(k) savings plan

  • Flexible PTO policy

  • 12 weeks Parental Leave + 4 additional weeks for the Birthing Parent

At Forma, we value diversity, and always treat all employees and job applicants based on merit, qualifications, competence, and talent. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Duties and responsibilities may not all be covered in the description, or may change over time at the discretion of Forma. You're encouraged to apply even if your experience doesn't precisely match the job description. Your skills and passion will stand out—and set you apart—especially if your career has taken some extraordinary twists and turns. At Forma, we welcome diverse perspectives, and people who think rigorously / aren't afraid to challenge assumptions. Join us!