Account Executive, Pre-Tax

Forma; United States; Remote; USD 85,000 - 140,000; Full time

Benefits offered by this job

Remote-first

Medical/dental/vision insurance

Wellness program

Home office stipend

401(k) plan

Flexible PTO

Parental Leave

Job summary

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

Qualifications

• 3-5+ years of full-cycle B2B sales experience, with pre-tax benefits (FSA, HSA, and/or HRA) experience required.
• A track record of consistently hitting quota selling to net-new companies.
• Experience with a consultative, solution-based sales approach and multi-stakeholder deals.
• Comfort in an early-stage or high-growth startup environment with shifting priorities.
• Self-motivated with strong organizational skills to manage a fast pipeline.
• A proactive, entrepreneurial approach to problem-solving with high energy.
• Excellent verbal and written communication skills.

Responsibilities

• Own full-cycle sales from prospecting to close for pre-tax benefits.
• Build and manage a healthy pipeline of net-new business.
• Partner with broker channel and VP of Strategic Accounts to identify and advance opportunities.
• Navigate multi-stakeholder deals and variable sales cycles with an organized approach.
• Lead consultative, solution-based conversations with HR, benefits, and finance stakeholders.
• Keep pipeline and forecasts accurate in the CRM.
• Work cross-functionally with Sales Engineering, Legal, and Implementation.
• Represent Forma at broker meetings and industry events.

Skills

Full-cycle sales

FSA/HSA/HRA

Quota achievement

Consultative selling

Startup experience

Pipeline management

Stakeholder management

Communication skills

Job description

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!