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 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

We’re looking for a results-driven and strategic Senior Account Manager to join our growing team! As one of the first senior hires in this function, you will take ownership of some of Forma’s most strategic accounts, driving revenue growth, expanding relationships, and leading by example as we scale the account management team. 

In this role, you will focus on identifying and executing growth opportunities within existing accounts, achieving revenue targets, and building lasting partnerships with enterprise customers. This is a high-impact position that combines strategic planning, relationship management, and sales execution, with the opportunity to shape the future of the account management function at Forma.

You Will

• Own and lead the strategic management of a portfolio of high-value accounts to drive revenue growth through renewals, upsells, and expansion opportunities.

• Develop and execute strategic account plans aligned with customer goals, focusing on maximizing account value and driving long-term partnerships

• Act as a trusted advisor to key stakeholders, including C-suite executives, to uncover new opportunities, negotiate contracts, and align Forma’s solutions with their business priorities.

• Conduct executive-level business reviews to communicate value, assess account health, and uncover expansion opportunities.

• Collaborate with cross-functional teams, including product, support, and sales, to deliver tailored solutions that drive revenue impact and deepen relationships

• Proactively identify new opportunities within your accounts to exceed revenue targets and ensure account growth and retention.

Preferred Skills & Experience

• 8+ years in a sales-related role, including 3+ years of experience in account management with exposure to enterprise-level or high-value accounts.

• Proven success in managing complex relationships and achieving or exceeding revenue growth and retention targets.

• Expertise in conducting strategic account planning, negotiating complex agreements, and managing executive relationships.

• Strong communication and interpersonal skills, with the ability to influence and collaborate effectively across teams and organizational levels.

• Strategic problem-solver with experience delivering tailored solutions to address customer challenges

• Experience working in benefits software or similar platforms is a plus but not required; adaptability and a willingness to learn are essential.

• Comfortable navigating ambiguity in a fast-paced environment and contributing to the strategic direction of the account management function.

Benefits and Perks

• 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!