Revenue Operations & Strategy Lead

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 RevOps leader specializing in Sales and Growth Operations to build and run a best-in-class Sales Operations function. The Revenue Operations & Strategy Lead will own and contribute to high-impact, high-visibility initiatives and processes — including forecasting, annual planning, sales efficiency & enablement, funnel insights, Deal Desk and more.

Reporting to the Head of Revenue Operations, they’ll collaborate with Sales, Marketing, CS, Product, and Finance leadership and teams to unlock incremental revenue growth, creating measurable results each step of the way. They’ll help design, build, and maintain the strategy, infrastructure, and processes to name, cover, and win our market — lighting the way to Sales team efficiency and overall plan achievement.

The ideal candidate has a deep understanding of how Enterprise SaaS organizations use RevOps and SalesOps best practices to accelerate growth, takes a data-driven approach to their work, and enjoys owning full scope projects — from strategizing & planning to execution & enablement.

What you’ll do

You’ll play a role in each of the these areas — partnering, dividing & conquering, and fully owning various pieces as you grow into the role:

• Process, enablement, and support

  • Create, deliver, and enforce enablement programs for new initiatives

  • Support day-to-day operations of the sales org, responding to questions and triaging/prioritizing ad-hoc requests

  • Empower leaders, teams, and reps to self-serve into solutions

• Revenue acceleration initiatives

  • Partner with GTM leadership team to identify and launch net-new strategic initiatives each quarter in areas including: territory quality, partnerships strategy, pipeline quality, customer journey evolution

  • Initial focus will be on sales efficiency & growth initiatives across qualification, value selling, funnel conversion, and rep achievement

• Forecasting and annual GTM planning

  • Uplevel sales forecasting and pipeline management, including running bi-weekly and monthly forums addressing each

  • Key contributor to annual GTM planning process across target setting, coverage model, team design, quota modeling and incentive plans, etc.

• GTM infrastructure and commissions administration

  • Uplevel our Salesforce data architecture and revenue reporting quality

  • Own monthly/quarterly commissions administration for our Sales team

  • Identify systems opportunities, build new processes and capabilities

• Customer lifecycle and Deal Desk

  • Partner with Systems Admin, Sales Leadership, Legal, and Finance teams to maintain and improve our contracting process from quote to close

  • Support day-to-day Deal Desk operations, with a focus on increasing efficiency through standardization and automation

• Business and market intelligence and insights

  • Ideate and evaluate hypotheses for improving outcomes across our revenue funnel

  • Continually demystify our prospect to customer journey — turning data-based insights into actionable learnings

Who you are

• The ideal candidate has a strong background in Enterprise SaaS RevOps/SalesOps with 5-7 years of experience

• Builder with a bias towards action and a results-oriented mindset — you build great programs and are known for measurable impact

• You help to improve results in organizations during periods of high growth and change

• Experienced with sales and marketing functions in high-growth startups, and in teaming effectively with multiple revenue functions — you know the standard playbooks but build for situational impact

• First class problem-solver — can quickly translate ambiguity into insight and actionable recommendations; you come to the table with a strong point of view, but are willing to be proven wrong

• You have empathy for reps and are invested in their success at each stage of the sales cycle

• Top-tier analytics skills: understand the importance of data and acumen and have the chops to run your own analyses, including building complex models

• Excellent communicator: crafting clear, concise, effective and well-supported recommendations in meetings, presentations, and emails — to provide clarity and drive decisions with executives, managers, and teams

• Proficient across the Salesforce, forecasting tools, workflow infrastructure; you understand SFDC admin capabilities (validation rules, flows, etc.) — and can help guide the team and build yourself when needed

• Excellent collaborator and humble expert

• Bachelor's degree required

• Financial and/or consulting background a plus

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!