Account Executive, Pre-Tax

Responsibilities

• 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

• 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

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.

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!