Account Manager

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.

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.

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.

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 98% customer retention, 75 NPS, and 98 CSAT ratings from members.

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.”

About The Role

We’re looking for a dynamic and customer-focused Account Manager to join our growing team! As one of the first hires in this function, you will play a critical role in growing relationships with our existing customers while being comfortable with the ambiguity of a developing team. You will be responsible for driving renewals, identifying upsell and cross-sell opportunities, and ensuring our customers achieve maximum value from the Forma platform. This role is perfect for someone passionate about delivering an exceptional customer experience while also achieving revenue growth targets and contributing to the development of the account management function.

You Will

• Own and manage the post-sales relationship in partnership with customer success for a portfolio of customers, driving renewals, upsells, and overall account growth.
• Develop account plans for long-term growth, focusing on strategies to increase customer satisfaction, product adoption, and value realization.
• Develop and maintain a deep understanding of the Forma’s offering to guide customers in achieving their benefits goals.
• Conduct regular business reviews with key stakeholders to communicate product value, assess account health, and identify expansion opportunities.
• Collaborate closely with cross-functional teams, including customer success, sales, support, and product, to provide a seamless customer experience.
• Contribute to shaping the account management team’s best practices, processes, and tools as we build and scale.
  
  

Preferred Skills & Experience

• 5+ years in a sales-related role, including at least 2 years of experience in post-sales account management, renewals, and upsell opportunities.
• Proven ability to meet or exceed revenue and retention targets, driving significant account growth and contributing to company-wide sales objectives.
• Excellent communication, organizational, and interpersonal skills, capable of building trust and managing multiple accounts effectively.
• Strategic problem-solver with the ability to identify customer needs, deliver tailored solutions, and act as a customer advocate internally.
• Ability to build trusted advisor relationships and navigate complex commercial discussions, aligning customer needs with company objectives.
• Familiarity with benefits software or similar platforms is a plus, but not required; a willingness to learn and adapt quickly is highly valued.
• Comfortable working in a fast-paced environment with ambiguity and a willingness to help build and shape the account management function.
  
  

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
  
  

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!