Solutions Consultant

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 Solutions Consultant to join Forma's growing Revenue organization. In this role, you'll serve as a trusted subject matter expert and product evangelist in the employee benefits space—particularly for pre-tax and spending account solutions. You will partner closely with Account Executives throughout the sales process, engaging with prospective customers to understand their needs, simplify complex benefit offerings, and architect solutions that demonstrate Forma's unique value proposition.

As the technical authority in client conversations, you'll bring both credibility and confidence to every interaction, positioning yourself as the go-to expert for all product and benefits-related questions. You'll excel at breaking down complex benefits concepts into digestible, compelling narratives that resonate with various stakeholders, from HR leaders to technical decision-makers.

This high-impact, customer-facing role is crucial to Forma's continued growth and success. You'll report directly to our CRO and play an instrumental role in the future of our business.

You Will

• Partner with sales as a crucial ally in the sales process, leading compelling product demonstrations and technical discussions that highlight Forma's capabilities in solving customer pain points. These discussions will include but are not limited to: Forma product capabilities, file processes, api integration, and global tax and compliance best practices. 

• Serve as the benefits subject matter expert, particularly for pre-tax and spending account solutions including LSAs, FSAs, HSAs, Commuter Benefits, and COBRA administration

• Translate complex benefits concepts into clear, accessible language that resonates with various stakeholders, from C-suite executives to implementation teams

• Apply value-based selling methodologies to articulate Forma's ROI and competitive advantages in a consultative, collaborative manner

• Develop deep understanding of customer needs and challenges, proactively identifying opportunities to showcase how Forma's platform can address their specific requirements

• Maintain thorough knowledge of competitive and complementary technologies, positioning Forma effectively in critical negotiations

• Collaborate with Product, Engineering, and Implementation teams to advocate for customer needs and help shape product roadmap priorities

• Build and maintain trusted relationships with prospects throughout the sales cycle, establishing yourself as a credible authority in the benefits technology space

Required Skills & Experience

• Deep knowledge of employee benefits administration, with specific expertise in spending accounts and pre-tax products (LSA, FSA, HSA, Commuter, COBRA)

• 7+ years of experience working directly with customers in a pre-sales, benefits consulting, or similar customer-facing technical role

• Demonstrated experience in value-based, consultative selling, preferably in a collaborative sales environment

• Tenacious problem-solving abilities and a resourceful "figure-it-out" mindset—someone who thrives in ambiguity and takes initiative

• Exceptional communication skills, with a proven ability to simplify complex concepts and make benefits accessible to diverse audiences

• Strong attention to detail paired with intellectual curiosity—always asking questions and seeking to understand customer needs at a deeper level

• Confidence and presence to be the authority in the room during client interactions

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

Preferred Qualifications

• Experience as a solutions consultant, product specialist, or benefits lead in sales or partnerships

• Hands-on experience with HR systems (from payroll to BenAdmin), file feeds, and APIs

• Previous work with benefits administration platforms or software

• Background in B2B SaaS, particularly in HR tech or benefits tech

• Ability to configure and customize demo environments to showcase specific use cases

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!