Director, Broker Partnerships

📌 Core Information 🔹 Job Title: Director, Broker Partnerships 🔹 Company: Forma 🔹 Location: Remote (United States) 🔹 Job Type: Full-Time 🔹 Category: Benefits, Partnerships 🔹 Date Posted: April 21, 2025 🔹 Experience Level: 10+ years of professional experience, 5+ years in the benefits industry 🚀 Job Overview Key aspects of this role include: - Developing and leading broker channel strategy - Engaging directly with top brokerage firms - Collaborating cross-functionally with Sales, Marketing, and RevOps - Building frameworks, messaging, and motion for a maturing channel - Driving education and enablement for broker partners - Tracking broker performance and impact ASSUMPTION: This role requires a balance of strategic thinking and hands-on execution. The ideal candidate will be comfortable operating in ambiguity and have a strong understanding of the benefits industry and broker dynamics. 📋 Key Responsibilities ✅ Develop 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. ASSUMPTION: The responsibilities of this role are broad and varied, requiring a versatile and adaptable individual who can thrive in a fast-paced, high-growth environment. 🎯 Required Qualifications Education: - Bachelor's degree or equivalent experience Experience: - 10+ years of professional experience - 5+ years in the benefits industry working closely with brokers Required Skills: - 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 - 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 Preferred Skills: - Experience with benefits software or platforms - Familiarity with the Forma platform ASSUMPTION: While not explicitly stated, familiarity with the benefits industry and broker networks is crucial for success in this role. 💰 Compensation & Benefits Salary Range: $150,000 - $200,000 per year (based on industry standards for a Director-level role in the benefits industry with 10+ years of experience) Benefits: - Medical, dental, and vision insurance plans - Employee wellness program - Home Productivity program - Team building program - 401(k) savings plan - Flexible PTO policy - 12 weeks of parental leave + 4 additional weeks for the birthing parent Working Hours: Full-time (40 hours/week), with flexibility for remote work ASSUMPTION: The salary range provided is an estimate based on industry standards for a Director-level role in the benefits industry with the required experience. The actual salary may vary based on factors such as performance, location, and company budget. 📌 Applicant Insights 🔍 Company Context Industry: Forma operates in the employee benefits software industry, focusing on flexible benefits solutions. The market for employee benefits is large and growing, with increasing demand for personalized and flexible benefits options. Company Size: Forma is a mid-sized company with 51-200 employees, providing a supportive and collaborative work environment. This size allows for ample opportunities for growth and impact. Founded: Forma was founded in 2017, making it a relatively young company with a strong focus on innovation and growth. Company Description: - Forma's flexible benefits software helps companies offer competitive benefits packages while reducing costs and inefficiencies. - The platform includes Lifestyle Spending Accounts, Health Spending Accounts, Health Reimbursement Arrangements, Flexible Spending Accounts, and more. - Employees can spend account funds through the Forma Store, Forma Visa Card, or claim reimbursement. - Forma has helped hundreds of admired companies, including Stripe, Zoom, Lululemon, and Affirm, design and support flexible, inclusive benefits programs. Company Specialties: - Flexible benefits software - Employee benefits management - Benefits technology solutions Company Website: https://www.joinforma.com ASSUMPTION: Forma's focus on flexibility and personalization in employee benefits sets it apart in the industry, offering applicants a unique opportunity to contribute to innovative solutions. 📊 Role Analysis Career Level: This role is a Director-level position, offering significant responsibility and the opportunity to shape Forma's broker channel strategy. Reporting Structure: The Director of Broker Partnerships will report directly to the CEO and work closely with cross-functional teams, including Sales, Marketing, and RevOps. Work Arrangement: This role is remote-first, with the expectation of traveling up to 25% of the time for broker meetings, industry events, and in-person partnership development. Growth Opportunities: - As the first person in this role, there is ample opportunity to shape the future of Forma's broker channel strategy. - With the company's rapid growth, there will be opportunities for career advancement as the team expands. - Forma's focus on innovation and continuous improvement creates an environment conducive to professional development. ASSUMPTION: The Director of Broker Partnerships role offers a unique opportunity to make a significant impact on Forma's growth and success, with ample potential for career advancement as the company continues to expand. 🌍 Location & Work Environment Office Type: Remote-first, with the expectation of traveling up to 25% of the time for broker meetings, industry events, and in-person partnership development. Office Location(s): N/A (remote-first) Geographic Context: - Forma is headquartered in Toronto, Ontario, with a remote-first work environment that allows for flexibility in location. - The United States is a primary target market for Forma's broker partnerships, with a focus on engaging with top brokerage firms across the country. Work Schedule: Full-time (40 hours/week), with flexibility for remote work ASSUMPTION: The remote-first work environment at Forma offers applicants the opportunity to work from anywhere in the United States, with the expectation of traveling up to 25% of the time for broker meetings and industry events. 💼 Interview & Application Insights Typical Process: 1. Online application submission 2. Phone or video screen with the Hiring Manager 3. In-depth interviews with cross-functional stakeholders 4. Final interview with the CEO Key Assessment Areas: - Understanding of the benefits industry and broker dynamics - Strategic thinking and planning skills - Presentation and communication skills - Ability to build and maintain relationships with broker partners - Adaptability and comfort in a high-growth, fast-paced environment Application Tips: - Tailor your resume and cover letter to highlight your relevant experience in the benefits industry and broker partnerships. - Be prepared to discuss your understanding of the benefits industry and broker dynamics, as well as your strategic thinking and planning skills. - Demonstrate your ability to build and maintain relationships with broker partners through specific examples from your past experiences. ATS Keywords: Broker partnerships, benefits industry, sales skills, communication skills, cross-functional collaboration, organizational skills, adaptability, relationship management, education and enablement, strategic planning, performance tracking, presentation skills, product training, pipeline influence, high-growth environment, ambiguity management ASSUMPTION: The application process for this role will focus on assessing the candidate's understanding of the benefits industry and broker dynamics, as well as their strategic thinking and planning skills, communication skills, and ability to build and maintain relationships with broker partners. 🛠️ Tools & Technologies - CRM software (e.g., Salesforce, HubSpot) - Benefits software platforms (e.g., Forma, Benefitfocus, WageWorks) - Presentation and collaboration tools (e.g., PowerPoint, Google Slides, Google Docs) - Video conferencing tools (e.g., Zoom, Google Meet) ASSUMPTION: The Director of Broker Partnerships will be expected to have proficiency in CRM software, benefits software platforms, presentation and collaboration tools, and video conferencing tools to effectively engage with broker partners and cross-functional teams. 👔 Cultural Fit Considerations Company Values: - Customer-centric - Innovative - Collaborative - Adaptable - Results-driven Work Style: - Fast-paced and high-growth environment - Remote-first, with the expectation of traveling up to 25% of the time - Cross-functional collaboration and teamwork - Data-driven decision-making - Continuous learning and improvement Self-Assessment Questions: - How do you align with Forma's company values, particularly in a fast-paced, high-growth environment? - How comfortable are you with traveling up to 25% of the time for broker meetings, industry events, and in-person partnership development? - How do you approach building and maintaining relationships with broker partners, and how have you demonstrated this skill in your past experiences? ASSUMPTION: Forma's company values and work style emphasize a fast-paced, high-growth environment with a focus on innovation, collaboration, and data-driven decision-making. Applicants should be comfortable working in a remote-first environment with the expectation of traveling up to 25% of the time. ⚠️ Potential Challenges - Balancing near-term execution with long-term strategy in a fast-paced, high-growth environment - Building and maintaining relationships with broker partners in a maturing channel - Creating structure and clarity from ambiguity in a new and evolving role - Managing the expectations and priorities of multiple stakeholders, including broker partners, cross-functional teams, and the CEO ASSUMPTION: The Director of Broker Partnerships role presents unique challenges, including balancing near-term execution with long-term strategy, building and maintaining relationships with broker partners, creating structure and clarity from ambiguity, and managing the expectations and priorities of multiple stakeholders. 📈 Similar Roles Comparison - Benefits Industry - Broker Partnerships Manager: This role focuses more on day-to-day management of broker relationships and less on strategic planning and channel development. It may offer less responsibility and impact but require less travel and a more established channel. - Sales - Strategic Partnerships Director: This role may involve similar strategic planning and channel development responsibilities but focuses on sales partnerships rather than benefits industry broker partnerships. It may offer more established processes and less ambiguity but require more travel and a focus on sales rather than benefits industry expertise. - Benefits Industry - Business Development Director: This role may involve similar responsibilities for driving business growth through partnerships but focuses more on direct sales and business development rather than broker partnerships. It may offer more established processes and less ambiguity but require more travel and a focus on direct sales rather than broker relationships. ASSUMPTION: The Director of Broker Partnerships role offers a unique blend of strategic planning, channel development, and relationship management responsibilities specific to the benefits industry and broker partnerships. Applicants should consider the differences and similarities between this role and related positions to determine the best fit for their career goals and preferences. 📝 Sample Projects - Developing a comprehensive broker channel strategy, including target broker profiles, engagement tactics, and performance metrics - Creating and delivering product training and positioning materials for broker partners - Planning and executing broker engagement events, both virtual and in-person - Building and maintaining relationships with top brokerage firms, including regular check-ins and performance reviews - Tracking and analyzing broker performance data to inform strategy and optimize channel effectiveness ASSUMPTION: The Director of Broker Partnerships role offers a wide range of projects and responsibilities, from strategic planning and channel development to relationship management and performance tracking. Applicants should be comfortable with a varied and dynamic workload. ❓ Key Questions to Ask During Interview - How does Forma's broker channel strategy fit into the company's overall go-to-market strategy? - What are the key priorities for the first 90 days in this role, and how will success be measured? - How does Forma support the professional development and growth of its employees, particularly in a remote-first work environment? - What are the most significant challenges facing the broker channel, and how can this role address them? - How does Forma approach cross-functional collaboration and teamwork, particularly in a remote-first work environment? ASSUMPTION: Applicants should ask thoughtful and strategic questions during the interview process to demonstrate their understanding of the role and their fit with Forma's company culture and goals. 📌 Next Steps for Applicants To apply for this position: - Submit your application through this link - Tailor your resume and cover letter to highlight your relevant experience in the benefits industry and broker partnerships. - Prepare for interviews by researching Forma's company culture, benefits industry trends, and strategic planning best practices. - Follow up with the Hiring Manager after your interview to express your appreciation and reiterate your interest in the role. - If selected for the final interview, be prepared to present your broker channel strategy and engagement plan to the CEO. ⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.