Director, Broker Partnerships

Summary

Join Forma as the Director of Broker Partnerships, a key leadership role responsible for building and scaling Forma’s broker channel strategy. You will be the first in this role, shaping how Forma engages the broker ecosystem. This player-coach position requires strategic thinking and hands-on execution, personally leading high-impact broker relationships and developing the partner enablement framework. You will collaborate cross-functionally to drive broker-sourced pipeline and influence. The ideal candidate is a self-starter with deep benefits industry expertise and a strong understanding of broker networks. You must be comfortable creating structure and balancing near-term execution with long-term strategy. Forma offers a remote-first work environment and a comprehensive benefits package.

Responsibilities

• Develop and lead broker channel strategy, building a scalable, high-performing broker ecosystem
• Engage directly with top brokerage firms, cultivating long-term relationships and driving business through partner channels
• Collaborate cross-functionally with Sales, Marketing, and RevOps to align broker efforts with go-to-market strategy
• Build clarity from ambiguity, developing frameworks, messaging, and motion for a channel that’s still maturing
• Drive education and enablement, delivering product training, positioning materials, and engaging broker sessions (virtual and in-person)
• Track broker performance and impact, referrals, and pipeline influence
• Willingness to travel up to 25% of the time for broker meetings, industry events, and in-person partnership development

Preferred Qualifications

• 10+ of professional experience, 5+ years in the benefits industry working closely with brokers
• Strong understanding of broker dynamics, incentive structures, and sales cycles
• Proven ability to build partner programs and GTM motion from scratch
• Excellent presentation, sales, and communication skills—you can own a room, close a conversation, and bring others along with clarity
• Experience managing relationships across regional and national brokers
• Skilled at cross-functional collaboration, particularly with Sales and Marketing
• Highly organized, adaptable, and comfortable in a high-growth, fast-paced environment

Benefits

• 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