Revenue Operations and Strategy Lead, Forma
A modern-day benefits platform
Open for applications
A modern-day benefits platform
201-500 employees
Open for applications
201-500 employees
Company mission
To give every employee the ability to integrate work and life seamlessly.
Role
Who you are
- The ideal candidate has a strong background in Revenue Operations, Sales Operations, or GTM Strategy with 5-8 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 have a track record of supporting leadership decision-making and driving GTM efficiency
- 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
- Experienced with SQL, Excel/Sheets, BI tools (Tableau, Looker, Power BI, or equivalent)
- Excellent collaborator and humble expert
- Bachelor's degree required
- Financial and/or consulting background a plus
What the job involves
- Forma is looking for a RevOps leader specializing in Sales and Growth Operations
- 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 Chief Revenue Officer, 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
- 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
- Build reports, dashboards, and executive presentations
- Perform strategic data analysis to align insights with business priorities
- Supporting leadership with annual/quarterly planning cycles
- Develop dashboards and reporting to support the sales team
- Partner with GTM leadership on playbooks, metrics, and enablement
- Drive pipeline management, forecasting, coverage models, quota setting, and territory planning
- Build revenue forecasts and scenario models
- Territory design, capacity planning, headcount modeling
- Launch and manage GTM programs
- Coordinate cross-functional partners and ensure accountability
- Own commission calculations and payout accuracy
- Optimize workflows across Sales, AM/CS, and Marketing
- Track and report on KPIs (win rate, cycle time, ARR growth, churn/retention, expansion)
Our take
Forma is looking to reimagine the employee benefits model. The company helps HR departments select the right benefits, and by leveraging its vendor network, also offer these at a more affordable cost. Forma then also helps employees make smarter, more transparent decisions regarding their health and wellness work benefits.
With generations X and Z dominating the workforce, benefits expectations are rapidly changing. Add to that the upheaval of employee expectations precipitated by the switch to hybrid workforces, and many HR departments have struggled to keep pace with the rate of change. Unused benefits, and enquiries from under-informed employees, eat up both time and resources that undermine the efficiency and credibility of a businesses’ benefits program. Therefore, Forma's solution to this should be appealing for employers and employees alike.
Testament to the efficacy of its model, Forma was only founded in 2017 as Twic, and already boasts the likes of Zoom, Stripe, and DataDog among its customers. With the nature of modern workforces still in flux, Forma look well-placed to be catering to an adaptive, demanding new benefits landscape.
Steph
Company Specialist at Welcome to the Jungle
Insights
-4% employee growth in 12 months
Company
Funding (1 round)
Mar 2022
$40m
SERIES B
Total funding: $40m
Company benefits
- Remote Friendly
- Health Care
- Flexible PTO
- Parental Leave
- Lifestyle Stipend
- Team Building Stipend
- Productivity Stipend
- Career Opportunities
Company HQ
Civic Center, San Francisco, CA
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