Head of Sales

📋 Description

• • Own the entire revenue engine at Forma. You will architect and execute a multi-year growth strategy that scales ARR from tens of millions to hundreds of millions while preserving our 98 % customer-retention rate and 75 NPS. This is a true P&L ownership role—you set the targets, build the model, and deliver the results.
• • Lead, inspire, and grow a world-class sales organization. Today the team sits at ~40 quota-carrying reps across Enterprise, Mid-Market, and SDR functions. You will refine the structure, hire exceptional talent, and design the comp plans, territories, and career ladders that turn high-performers into lifelong Forma ambassadors.
• • Be the executive sponsor in the room for every seven-figure deal. Whether it’s Stripe expanding globally or a Fortune 100 choosing Forma to consolidate dozens of legacy benefit vendors, you will quarterback the deal strategy, negotiate commercials, and present to CFOs and CHROs with the polish and credibility that only a seasoned SaaS leader can bring.
• • Codify what “great” looks like. You will create repeatable playbooks for discovery, demo, business-case building, procurement, security review, and legal red-lines. Partnering with Revenue Operations, you will instrument Salesforce, Gong, Clari, and Tableau dashboards that give reps real-time visibility into pipeline health and give you the data to coach at scale.
• • Drive cross-functional alignment that turns customer feedback into product velocity. You will run a quarterly “Voice of Customer” council with Sales, CS, Product, and Marketing to surface expansion opportunities, churn risks, and roadmap gaps—then lock arms with Product to ensure every new feature ships with a monetization plan.
• • Champion a culture of data-driven decision making. You will set quarterly OKRs, weekly forecast calls, and monthly QBRs that are rooted in metrics—pipeline coverage ratios, win rates, average selling price, net-revenue retention—while still celebrating the human stories behind the numbers.
• • Shape the next chapter of Forma’s go-to-market. You will evaluate new segments (global multi-nationals, channel partnerships, broker networks), new pricing constructs (usage-based vs. per-employee-per-month), and new geos (EMEA, APAC) with a test-and-learn mindset backed by rigorous business cases.
• • Model Forma’s values in every interaction. We are remote-first, radically candid, and deeply inclusive. You will foster psychological safety, sponsor under-represented voices, and ensure that every rep—regardless of zip code—has the tools, coaching, and community to thrive.