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Account Executive, Commercial



Sales & Business Development
United States
Posted on Sunday, July 7, 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 driven, fun, and collaborative Commercial Account Executive to help us dominate the Benefits Flexible Spending market. You will become an important member of our Revenue organization, leading cross-functional teams throughout the sales process by engaging with benefits brokers and customers to understand their needs and architecting solutions to solve those needs through Forma’s product capabilities.

This is a full sales cycle role that requires outbound business development experience through the benefit broker channel and direct to customer. The ideal candidate will have demonstrated the ability to follow a repeatable sales process in order to skillfully guide customers to closed won.

This is an exciting opportunity for the right candidate to help continue the amazing growth story at Forma. You’ll join a team that works hard, doesn’t take themselves too seriously, but is serious about helping each other be world class in everything they do.

You Will

  • Partner with the Business Development and Marketing teams to create a territory strategy, as the owner of your business, that will drive pipeline growth.

  • Be an industry and product expert that can act as a thought leader and consultant who connects the dots between customers' business problems and Forma’s solutions

  • Be a compelling storyteller who can clearly articulate Forma’s differentiators and our value specific to each unique business interaction.

  • Maintain a deep understanding of both competitive and complementary technologies and how to position Forma in critical negotiations

  • Follow a sales process and demonstrate operational rigor to drive predictable revenue

  • Collaborate and orchestrate resources from Sales Engineering, Onboarding, Customer Success, and Executive stakeholders to co-sell and meet revenue targets.

  • Work remotely with the ability to travel up to 30% for client meetings.

Preferred Skills (Bullet points of qualifications 4-5)

  • 2+ years of experience working in a full cycle sales role with experience closing $50-$100K deals.

  • Deep experience selling into Benefits Brokers and Human Resources at the executive level, specifically Heads and VP’s of Total Rewards and Benefits.

  • Experience with LSA, FSA, and HSA products

  • Experience with enterprise level deals, long sales cycles and complex buying dynamics

  • Demonstrated business acumen, discovery skill and conversational intelligence

  • Demonstrated ability to distill complex information and articulate value to customers

  • Excellent communicator, presenter and negotiator

  • Demonstrated ability to follow a repeatable 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!