Account Executive (Small-to-Mid-Market Pre-Tax Segment) at Forma

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.

Key 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