Account Executive

Summary

Join Forma, a fast-growing company revolutionizing employee benefits, as a Commercial Account Executive. You will play a key role in our Revenue organization, leading cross-functional teams to sell Forma's flexible benefits software to brokers and customers. This full sales cycle role requires outbound business development experience and the ability to navigate complex sales processes. You will be responsible for developing territory strategies, acting as a product expert, and effectively communicating Forma's value proposition. The position offers a remote-first work environment and a competitive compensation package.

Requirements

• Outbound business development experience through the benefit broker channel and direct to customer
• Demonstrated ability to follow a repeatable sales process in order to skillfully guide customers to closed won

Responsibilities

• 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 Qualifications

• 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

• 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