Head of Sales

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.”

We are seeking a Head of Sales to lead the development and execution of Forma’s revenue growth strategy. As a key member of the Leadership Team, you will collaborate closely with partners in Revenue Operations, Customer Success, and Marketing to drive alignment and achieve shared goals. This position reports directly to the Chief Executive Officer.

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

• Create and implement Sales and Revenue Operations processes and playbooks to ensure consistency and effectiveness across the team.

• Engage directly in deals, serving either as an individual contributor or executive sponsor, to help close strategic opportunities.

• 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.

• Proven ability to lead from the front and close on strategic deals.

• 8+ years of experience in B2B SaaS sales, including at least 3+ years managing and scaling sales teams.

• Experience in the employee benefits industry is preferred.

• Experience maintaining relationships with senior executives at large enterprise prospects.

• Data-driven decision-making with a track record of setting goals and driving organizational success.

• Demonstrated experience in leading and scaling high-performing teams.

• 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!