📍Soho, NY · Full-time · Hybrid (3-4 days/week onsite) · From August 2026
Why this role matters
Formance is a $21M Series A company backed by PayPal Ventures, building the financial infrastructure that powers the next generation of fintechs, banks, and digital platforms — already trusted by Coinbase, Fireblocks, and leading financial platforms across the US and Europe.
Our first Founding AEs in New York set a strong bar — hitting quota well above target and landing some of our biggest deals to date within months of starting. We're looking for the next person ready to build on that momentum.
This is a role for someone who gets genuinely excited walking into a room with a CTO or VP Engineering, understanding a hard technical problem in 20 minutes, and making Formance the obvious answer.
What you'll actually do
Own the full sales cycle — from first cold conversation to signed contract — on deals typically ranging from $100K to $300K ACV, selling directly to CTOs, VPs of Engineering, and Heads of Payments at fintechs, crypto platforms, and financial institutions.
Work shoulder-to-shoulder with our founders and engineering team — the best deals at Formance happen when sales and product think together, and you'll bring market signal back that shapes what we build next.
Leverage our AI-augmented sales stack (Clay, Apollo, ZoomInfo) and tools like Claude to prioritize accounts, sharpen discovery, and move faster through complex deal cycles — you'll have real input into what actually works.
Go deep on architecture and business model in discovery, navigate procurement and compliance in regulated environments, and close with conviction.
What we're looking for
Must-haves:
4+ years in B2B tech sales, selling into fintech, payments, banking, or crypto — you've closed complex deals with technical buyers, not just managed accounts.
US market experience: you know how enterprise and mid-market deals actually move here — procurement cycles, legal constraints, stakeholder dynamics.
Comfortable using AI tools like Claude as part of your daily workflow — for research, prep, and follow-up — rather than relying purely on manual process.
Comfort being early — the playbook is still being written, resources are focused, and your judgment matters more than your ability to follow a process.
What will set you apart:
You can explain a complex infrastructure concept simply, build credibility with an engineer and a CFO in the same meeting, and get genuinely curious about a customer's architecture before you pitch.
Package
$300-330K OTE, uncapped variable · Equity · 401(k) · Unlimited PTO · Health insurance · Annual team offsite in Europe
About Formance
We're building the infrastructure layer for modern money movement — the backend that lets fintechs, banks, and platforms move money without reinventing ledgering, reconciliation, or payment orchestration from scratch. Open-source at the core, Formance already powers financial operations for platforms operating at global scale, and we opened our New York office to bring that infrastructure directly to the US market. You'd be joining a small, high-conviction team where what you close and what you learn from customers directly shapes the roadmap.
Technical docs: docs.formance.com · GitHub: github.com/formancehq