Director, Enterprise Sales

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 

As the Director, Enterprise Sales, you will hire, lead and scale our Enterprise Sales Team to meet our growth targets and capture the demand for Forma’s benefits solution across industries and geographies. 

You will become a critical member of the Sales Leadership Team, working hand-in-hand with counterparts in BDR, Commercial Sales, Rev Ops & Marketing to achieve our growth goals. If you are a  purposeful and empathetic change agent who is passionate about bringing a fresh perspective on how we can operate and scale, this is the right place for you.  This role reports directly to the CRO.

You Will 

• Lead, inspire, and grow  a team of high performing Enterprise Sales Executives

• Be a critical member of the Sales Management team and partner with BDR, Commercial Sales, Rev Ops & Marketing to generate leads and achieve Forma’s revenue goals

• Get involved in the largest, most strategic deals, managing executive relationships and helping the team get the deal over the finish line

• Own and deliver strategic enterprise selling for the company by improving processes, measuring metrics and GTM strategy

• Provide expertise

• Review and revise existing playbooks to increase team productivity and efficiency

• Provide clear visibility on pipeline performance by accurately managing team metrics 

Preferred Skills 

• 5+ years  of  experience scaling an Enterprise sales organization / 15+ years of Enterprise Sales Experience

• Proven success managing long sales cycles (6-18 months) in an Enterprise B2B sales environment

• Experience in maintaining the senior executive relationships at very large Enterprise prospects and helping close those deals

• Experience making data-driven in making decisions, setting goals, and driving success in the organization

• Ability to support the team from the front lines and being involved to close strategic deals

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!