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.

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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.

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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.

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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.

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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.”

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About the Role

The Associate Partnership Manager is a vital member of our sales team, focused primarily on outbound prospecting in partnership with our Account Executives. In this role, you will act as the bridge between our company and top brokers, driving engagement, identifying growth opportunities, and fostering meaningful partnerships. Combining strategic thinking, relationship-building, and hands-on execution, this position provides an excellent opportunity to develop new skills, contribute to the growth of a fast-paced tech startup, and advance your sales career.

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You Will

• Broker Penetration & Outreach: Drive engagement with individual brokers at leading brokerage firms aligned with territory maps. Utilize top-of-funnel outreach methods, including emails, phone calls, and LinkedIn to establish initial contact and generate leads.
• Presentation & Vision Sharing: Deliver compelling presentations to brokers, showcasing our company’s vision, product offerings, and value proposition to create trust and credibility.
• Gap Analysis & Solutions: Analyze the current broker landscape to identify gaps and opportunities. Develop and implement strategies to address these gaps through targeted outreach and in-person events.
• Network Development: Build and maintain a robust network of brokers, fostering strong relationships and facilitating long-term partnerships.
• Educational Events: Work with the marketing team to create promotional resources. Organize and conduct educational meetings, such as lunch-and-learns, to provide valuable insights and training to brokers. Collaborate with Account Executives (AEs) to deliver content and enhance networking opportunities.
• Market Research: Stay informed about industry trends, market conditions, and competitor activities to effectively position our solution and identify new opportunities
• Performance Metrics: Meet or exceed key performance indicators (KPIs) related to lead generation, and sales meetings scheduled
• Product Expertise: Learn and maintain in-depth knowledge of our product, services, industry trends, and competition
• CRM Management: Track and manage interactions in our Customer Relationship management (CRM) system. Ensure accurate and up-to-date information on lead status and follow-up activities.
• Travel: Travel to brokerage firms and industry events as required to conduct training sessions, build relationships, and support business development efforts. (10-20%)

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Preferred Skills

• Demonstrated curiosity, self-motivation, and a hunger for personal growth
• Ability to leverage business acumen to articulate value proposition to prospective brokers
• Eagerness to contribute to a collaborative team environment
• Optimistic and resilient attitude, prepared to weather the ebbs and flows of a sales role
• Flexibility & adaptability in a rapidly changing environment
• Strong verbal and written communication skills, including excellent presentation skills to effectively engage diverse audiences
• Passion for technology and a high level of integrity
• Exceptional time management and organizational skills to prioritize multiple tasks simultaneously

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Bonus Points

• 1-2 years of sales experience
• Experience in Salesforce or related CRM
• Bachelor’s degree

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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

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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.