Revenue Enablement 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

Forma is looking for a Revenue Enablement Manager to supercharge our GTM motion across revenue teams.

This role is responsible for building and deploying enablement programs that support repeatable success for our client-facing teams as we continue to scale. You will partner closely with Product, Marketing, Finance, Revenue Operations, Sales, Account Management, and Customer Success at the leadership, team and rep level. The ideal candidate will bring a deep understanding of sales and client success best practices, and have a knack for driving data-based enablement programs that accelerate business growth.

The ideal candidate is an enablement generalist, and will bring expertise in all areas of revenue enablement: learning and development best practices to drive behavior change, onboarding best practices for GTM roles, product positioning & messaging, strategy and segmentation, client & competitive intelligence, sales process optimization, sales acumen training (ie: objection handling, upselling etc.) This candidate will be in a highly visible role, having ownership in the end-to-end enablement process; from meeting with key stakeholders, becoming a product / process expert, developing content & strategy, leading enablement sessions, testing new processes, gathering feedback, iterating and making improvements, and more.

Reporting into our Head of Revenue Operations, your ideas and innovation will help define Forma’s sales culture!

You will

• Oversee the design and implementation of onboarding, training, and enablement programs that drive best-in-class go-to-market motions

• Build playbooks for all go-to-market functions that ensure our team's process is scalable, repeatable, and successful

• Tactically execute project deliverables, ensuring that revenue enablement efforts deliver against our strategic goals

• Strategize the initiatives that will have the highest impact given available resources, and be able to leverage your organizational skills in order to anticipate roadblocks, juggle priorities, and meet completion deadlines

• Drive end-to-end performance and execution of multiple projects and initiatives, paying close attention to what works well and what doesn’t, with the goal of continuously optimizing existing approaches

• Gather insights, facilitate alignment, and collaborate with cross-functional teams to execute initiatives that improve upon existing sales processes, and drive broader company goals

• Measure and evaluate impact, manage performance reporting — tracking revenue enablement metrics and ROI is vital to the growth and success of the enablement function

Preferred Skills

• The ideal candidate has a strong background in Sales/Revenue enablement at an Enterprise SaaS company

• 5+ years of relevant professional experience with at least 3 years in Revenue Enablement IC, Manager, or Lead roles

• Direct experience in a quota-bearing role in Sales, CS, and/or Account management is strongly preferred

• Demonstrated knowledge of Sales/CS best practices, buyer’s journey, methodologies, and technologies

• Experience in building and implementing scalable programs and demonstrated ability to drive cross-functional alignment

• Naturally curious & data-driven experience driving positive impact on business outcomes, i.e. win rate, quota attainment, length of sales cycle, etc.

• Excellent communicator & collaborator as a listener, speaker, writer, and presenter with a strong executive presence

• Understands how to build trust with peers and stakeholders and ability to navigate ambiguity

• Builder with a bias to action and a results-oriented mindset — you build great programs and teams, are known for measurable impact, and help to improve results in organizations during periods of high growth and change

• First class problem-solver — you can quickly translate ambiguity into insight and actionable recommendations

• Empathetic toward reps and are invested in their success — you understand the pain points experienced by reps at each stage of the sales cycle

• Know how to identify the internal stakeholders that are necessary for success of all enablement initiatives and have experience aligning the team to our overall mission and strategy

Benefits and Perks

• Remote-first working environment

• Medical, dental and vision insurance plans

• Employee wellness program

• One-time home office stipend

• 401(k) savings plan

• Flexible PTO policy

• 12 weeks Parental Leave + 4 additional weeks for the Birthing Parent