Account Executive, Pre-Tax

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

• 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!