Head of Revenue Operations

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 Head of Revenue Operations to continue building and running our best-in-class RevOps function. Reporting directly to the CRO, the Head of Revenue Operations will own all go-to-market operations and partner closely with senior leaders on crafting and bringing strategies to life. You will lead a team of four high-impact RevOps pros (Strategy & Ops Lead, Deal Desk Manager, Enablement Manager, and Salesforce & Systems Admin Lead) as they execute on high-visibility initiatives and processes — including forecasting, annual planning, sales efficiency & enablement, funnel insights, pricing & packaging, Deal Desk, and more.

The Head of Revenue Operations will collaborate with Sales, Marketing, CX, Product, and Finance leadership and teams to unlock incremental revenue growth, creating measurable results each step of the way. You and the team will design, build, and maintain the strategy, infrastructure, and processes to name, cover, and win our market — lighting the way to GTM team efficiency and overall plan achievement.

The ideal candidate has led RevOps teams before, cares deeply about their people, and understands how Enterprise SaaS organizations use RevOps best practices to accelerate growth.

What you’ll do

This is a player/coach role, both managing the team to provide maximum impact while also engaging in deep execution and building work yourself.

Areas of RevOps coverage — some owned directly by the Head of Revenue Operations, and some by the team — include:

• Process, enablement, and support

  • Oversee and contribute to Enablement function — creating, delivering, and enforcing 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 such as: territory quality, partnerships strategy, pipeline quality, customer journey evolution

  • Own and evolve the RevOps initiative roadmap — committing to execution on high-impact projects that move the needle on revenue growth

• Forecasting and annual GTM planning

  • Owner of forecasting accuracy and operational rhythm

  • End-to-end owner GTM planning process across target setting, coverage model, team design, quota modeling and incentive plans, etc.

• GTM infrastructure and commissions administration

  • Accountable for quality and scalability of Salesforce data architecture and revenue reporting

  • Own monthly/quarterly commissions administration for our Sales team

  • Identify systems opportunities, propose new processes and capabilities

• Customer lifecycle and Deal Desk

  • Support Deal Desk team in day-to-day 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

• A strong background in Enterprise SaaS RevOps with 7+ years of experience

• 3+ years of people management experience

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

• 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

• Excellent people manager — you take the time to listen & learn, and are known for your ability to coach, mentor, and grow your team

• 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

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!