Director, Broker Partnerships
Job title: Director, Broker Partnerships in USA at Forma
Company: Forma
Job description: About FormaThe 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 RoleThe Director of Broker Partnerships is a key leadership hire responsible for building and scaling Forma's broker channel strategy. As the first person in this role, you'll have the opportunity to shape the future of how Forma engages the broker ecosystem, bringing both strategic clarity and hands-on execution.This is a player-coach role, ideal for someone who thrives in ambiguity, moves quickly, and is energized by building something new. You'll personally lead high-impact broker relationships, develop the partner enablement framework and partner cross-functionally to drive broker-sourced pipeline and influence.We're looking for a self-starter with deep benefits, industry expertise and a strong understanding of how to operate within and alongside broker networks. You must be comfortable creating structure where none exists and capable of balancing near-term execution with long-term strategy.You WillDevelop and lead broker channel strategy, building a scalable, high-performing broker ecosystem.Engage directly with top brokerage firms, cultivating long-term relationships and driving business through partner channels.Collaborate cross-functionally with Sales, Marketing, and RevOps to align broker efforts with go-to-market strategy.Build clarity from ambiguity, developing frameworks, messaging, and motion for a channel that's still maturing.Drive education and enablement, delivering product training, positioning materials, and engaging broker sessions (virtual and in-person).Track broker performance and impact, referrals, and pipeline influence.Willingness to travel up to 25% of the time for broker meetings, industry events, and in-person partnership development.Preferred Skills10+ of professional experience, 5+ years in the benefits industry working closely with brokers.Strong understanding of broker dynamics, incentive structures, and sales cycles.Proven ability to build partner programs and GTM motion from scratch.Excellent presentation, sales, and communication skills-you can own a room, close a conversation, and bring others along with clarity.Experience managing relationships across regional and national brokers.Skilled at cross-functional collaboration, particularly with Sales and Marketing.Highly organized, adaptable, and comfortable in a high-growth, fast-paced environment.Benefits and PerksRemote-first working environmentMedical, dental and vision insurance plansEmployee wellness programHome Productivity programTeam building program401(k) savings planFlexible PTO policy12 weeks Parental Leave + 4 additional weeks for the Birthing ParentAt 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!
Expected salary:
Location: USA
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Company: Forma
Job description: About FormaThe 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 RoleThe Director of Broker Partnerships is a key leadership hire responsible for building and scaling Forma's broker channel strategy. As the first person in this role, you'll have the opportunity to shape the future of how Forma engages the broker ecosystem, bringing both strategic clarity and hands-on execution.This is a player-coach role, ideal for someone who thrives in ambiguity, moves quickly, and is energized by building something new. You'll personally lead high-impact broker relationships, develop the partner enablement framework and partner cross-functionally to drive broker-sourced pipeline and influence.We're looking for a self-starter with deep benefits, industry expertise and a strong understanding of how to operate within and alongside broker networks. You must be comfortable creating structure where none exists and capable of balancing near-term execution with long-term strategy.You WillDevelop and lead broker channel strategy, building a scalable, high-performing broker ecosystem.Engage directly with top brokerage firms, cultivating long-term relationships and driving business through partner channels.Collaborate cross-functionally with Sales, Marketing, and RevOps to align broker efforts with go-to-market strategy.Build clarity from ambiguity, developing frameworks, messaging, and motion for a channel that's still maturing.Drive education and enablement, delivering product training, positioning materials, and engaging broker sessions (virtual and in-person).Track broker performance and impact, referrals, and pipeline influence.Willingness to travel up to 25% of the time for broker meetings, industry events, and in-person partnership development.Preferred Skills10+ of professional experience, 5+ years in the benefits industry working closely with brokers.Strong understanding of broker dynamics, incentive structures, and sales cycles.Proven ability to build partner programs and GTM motion from scratch.Excellent presentation, sales, and communication skills-you can own a room, close a conversation, and bring others along with clarity.Experience managing relationships across regional and national brokers.Skilled at cross-functional collaboration, particularly with Sales and Marketing.Highly organized, adaptable, and comfortable in a high-growth, fast-paced environment.Benefits and PerksRemote-first working environmentMedical, dental and vision insurance plansEmployee wellness programHome Productivity programTeam building program401(k) savings planFlexible PTO policy12 weeks Parental Leave + 4 additional weeks for the Birthing ParentAt 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!
Expected salary:
Location: USA
Apply for the job now!
Apply Now