Account Executive, Pre-Tax

ABOUT FORMA The employee benefits landscape needs a reset. Companies invest millions annually in benefits that employees neither value nor use regularly. Forma, founded in 2017, set out to challenge this one-size-fits-all approach. Forma's global lifestyle benefits platform enables companies to offer competitive packages while reducing costs and inefficiencies. While giving employees more choice and flexibility in spending their benefit allowances, the Forma platform saves HR, total rewards, and benefits professionals countless hours they would have spent managing and supporting multiple point solutions. With Forma, companies can choose from a suite of products, including Lifestyle Spending Accounts, Health Savings Accounts, Health Reimbursement Arrangements, Flexible Spending Accounts, and more. These products allow companies to design and deliver customized benefits programs through a single platform. Employees can then spend account funds in three ways: The Forma Store, The Forma Visa Card, or claim reimbursement. Forma has helped hundreds of renowned companies, including Stripe, UKG, lululemon, and Tripadvisor, to design equitable, scalable, and flexible benefits programs for nearly 1 million employees worldwide. Forma is backed by Emergence Capital and Ribbit Capital. We have received numerous awards for our exponential growth, innovation, and as a "Great Place to Work." ABOUT THE ROLE Forma is looking for a driven Account Executive to own new business growth across our small-to-mid-market pre-tax segment. You'll run a full sales cycle — from prospecting through close — for companies evaluating FSA, HSA, and HRA solutions, while partnering closely with our broker channel and our VP of Strategic Accounts. This is a high-velocity, quota-carrying role with real ownership: you'll juggle a pipeline of net-new logos, multiple stakeholders, and deal cycles that range from a few weeks to a few months, all while helping shape how Forma goes to market in this segment. YOU WILL - Own a full-cycle sales process — prospecting, qualification, demo, negotiation, and close — for small-to-mid-market companies evaluating pre-tax benefits (FSA, HSA, HRA) - Build and manage a healthy pipeline of net-new business through a mix of self-sourced outbound, inbound leads, and broker-driven opportunities - Partner day-to-day with our broker channel and VP of Strategic Accounts to identify, qualify, and advance opportunities - Navigate multi-stakeholder deals and variable sales cycles with a proactive, organized approach - Lead consultative, solution-based sales conversations with HR, benefits, and finance stakeholders, tailoring pitches to each buyer's priorities - Keep pipeline, forecasts, and opportunity data accurate and current in the CRM - Work cross-functionally with Sales Engineering, Legal, and Implementation to ensure a smooth handoff from close to onboarding - Represent Forma at broker meetings and industry events as opportunities arise PREFERRED SKILLS - 3-5+ years of full-cycle B2B sales experience; hands-on experience selling pre-tax benefits (FSA, HSA, and/or HRA) is required - A track record of consistently hitting or exceeding quota selling to net-new companies - Experience with a consultative, solution-based sales approach and managing deals with multiple stakeholders and variable-length cycles - Comfort operating in an early-stage or high-growth startup environment, with the flexibility to navigate ambiguity and shifting priorities - Self-motivation and strong organizational skills, with the ability to manage a high-velocity pipeline independently and as part of a team - A proactive, entrepreneurial approach to problem-solving, paired with high energy and a positive attitude - Excellent verbal and written communication skills 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!