Sales Engineer

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 are seeking an experienced Sales Engineer to help build out our Sales Engineering team at Forma. You will become an important member of our Revenue organization, partnering closely with our Account Executives throughout the sales process by engaging with customers to understand their needs and architecting solutions to solve those needs through Forma’s product capabilities.

You should be accustomed to solving customer’s most complex problems, delivering compelling value-based demos, and ultimately playing an active role in closing new business. You will also act as the bridge between our internal GTM and onboarding and product teams to develop solutions and close gaps in our current product to meet customer requirements.

This is an exciting opportunity for the right candidate to help build the foundation of Sales Engineering at Forma and have an immediate impact on our company’s growth. This role will report into our CRO.

You Will

• Partner with the sales team by creating and leading product demos and technical overviews of Forma’s solutions to a variety of key stakeholders, including executives and technical decision makers

• Be the product expert within the sales team; maintain a clear understanding of the features and functionality of Forma’s products, including how to use them to solve customer pain points

• Work closely with Account Executives as a crucial partner on deal strategy by listening to product and technical challenges presented by prospects and determining how Forma can address them

• Maintain a deep understanding of both competitive and complementary technologies and how to position Forma in critical negotiations

• Collaborate with Product, Engineering, and other internal teams to continuously iterate and refine Forma’s product based on feedback from customers

Preferred Skills

• 5+ years of experience working directly with customers in a pre-sales or post-sales technical role in a B2B SaaS environment

• Hands on experience with / understanding of HR Systems (from payroll to benadmin), file feeds, and API’s

  • Experience as a sales engineer or solutions consultant for pre-tax solutions is preferred

• Experience supporting Enterprise level deals with long sales cycles and complex buying dynamics

• Demonstrated ability to distill complex information and articulate value to customers

• Ability to deliver compelling sales pitches and configure demo environments

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

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!