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.

Head of Account Management



Sales & Business Development
United States
Posted on Wednesday, June 12, 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

We are seeking a Head of Account Management to build, lead, and scale our Account Management function. You will become a critical member of the Sales Leadership Team and will work closely with counterparts in Sales, RevOps, Customer Success, & Marketing to achieve our goals. This role will be responsible for driving significant revenue growth through developing strategic client relationships.

As a new team at Forma, you will have the exciting opportunity of building our Account Management function from the ground up. The right person will be comfortable flexing from higher level strategic work to day-to-day execution. This role will report into our CRO.

You Will:

  • Hire, develop, and scale a team of Account managers and set strategic objectives and goals that align with the overall revenue targets

  • Develop and maintain long-lasting relationships with our customers through key business stakeholders and executives to secure loyalty and satisfaction

  • Drive expansion sales, including cross-sell and upsell opportunities within our customer base

  • Create and implement Account Management processes and playbooks to ensure consistency and effectiveness within the team

  • Get involved in deals, whether as an individual or an executive sponsor, to help get them over the finish line

  • Partner closely with Customer Success, Marketing, Product, and other internal teams to ensure a cohesive approach to customer engagement

  • Establish a systematic approach for gathering and using customer feedback to enhance product development

Preferred Skills

  • A professional sales leader with 8+ years of experience in a B2B SaaS environment, including at least 3+ years leading Account Management teams

  • Experience scaling teams - growing headcount, improving results / efficiency, expanding scope (including building from 0 to 1)

  • Experience in maintaining relationships with senior executives at very large Enterprise prospects

  • Experience being data-driven in decisions making, setting goals, and driving success in the organization

  • Ability to support the team from the front lines and being involved to close key strategic deals

Benefits and Perks

  • Remote-first working environment

  • Medical, dental and vision insurance plans

  • Employee wellness program

  • Home Productivity program

  • Team building program

  • 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!