Account Executive, Pre-Tax

Forma•, CA

2d•Remote

About The Position

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.

Requirements

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

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