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
The Associate Partnership Manager plays a key role in driving strategic alliances and expanding our partner network. Focused on partnership sales, this role is responsible for outbound prospecting, relationship-building, and business development with top brokers. Working closely with Account Executives, you will engage key partners, uncover new opportunities, and strengthen broker relationships to drive revenue growth. This is an excellent opportunity to develop sales expertise, build a strong network, and contribute to the success of a fast-growing tech startup.
You Will
Partnership Sales & Outreach: Proactively engage brokers through targeted outreach, including email, phone and LinkedIn, to drive new business opportunities.
Strategic Broker Engagement: Identify and cultivate relationships with key brokerage firms, aligning with territory strategies to maximize penetration and partnership success.
Sales Enablement & Presentation: Deliver compelling presentations that communicate our value proposition and strategic alliance opportunities, ensuring brokers understand our offerings and benefits.
Gap Analysis & Market Expansion: Analyze broker networks to identify growth opportunities, develop solutions, and execute targeted sales strategies to expand our reach.
Partner Education & Events: Work with marketing to create sales materials and organize educational sessions (e.g. lunch-and-learns) to enhance broker knowledge and engagement.
Industry Insights & Competitive Awareness: Stay up to date on market trends and competitor activity to refine partnership strategies and position our solutions effectively.
Revenue & Performance Goals: Meet or exceed key performance indicators (KPIs) related to lead generation, broker engagement, and sales meetings scheduled.
CRM & Pipeline Management: Maintain accurate records of outreach, broker interactions, and sales activities in our CRM system.
Travel & Relationship Building: Attend industry events and brokerage meetings (10-20%) to foster relationships and drive business development.
Preferred Skills
1-2 years of experience in partnership sales
Strong ability to drive revenue through partnerships and broker engagement
Excellent communication and presentation skills to influence decision-makers
Self-motivated, strategic thinker with a proactive approach to sales
Passion for building long-term strategic alliances and growing partner networks
Flexibility & adaptability in a rapidly changing environment
Exceptional time management and organization skills to prioritize multiple tasks simultaneously
Eagerness to contribute to a collaborative team environment
Experience with Salesforce or similar CRM (preferred)
Bachelor’s degree (preferred)
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!
