📍 SoHo, New York, NY
Why this role matters
Formance is a $21M Series A company backed by PayPal Ventures and top-tier investors, building the financial backend that powers the next generation of fintechs, banks, and digital platforms. Already partnering with Coinbase, Fireblocks, and leading financial platforms across the US and Europe.
We opened our New York office almost a year ago to accelerate our expansion into the US market. We closed Q1 strong. We have the product, the customers, and the momentum. What we need now is someone who can walk into a room with a CTO or a VP engineering, understand their problem in 20 minutes, and make them feel like Formance is the only logical answer.
This isn't a role for someone who follows a script. It's for someone who genuinely enjoys the challenge of selling something technical to people who know their stuff.
What You'll Actually Do
- Own the full sales cycle — from the first cold conversation to signed contract — on deals typically ranging from $100K to $300K ACV. Your buyers are CTOs, VPs of Product, and Heads of Payments at fintechs, crypto platforms, and financial institutions.
- Work closely with our founders and engineering team — not as a support function, but because the best deals at Formance happen when sales and product think together. You'll bring market signals back from the field that shape what we build next.
- Identify high-potential targets in the US fintech and crypto ecosystem, run discovery calls that go deep on architecture and business model, navigate procurement and compliance in regulated environments, and close deals with conviction.
What We're Looking For
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Must-haves:
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4+ years in B2B tech sales, with experience selling into fintech, payments, banking, or crypto. You've closed complex deals with technical buyers — not just managed accounts.
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US market experience: you understand how enterprise and mid-market deals move here — procurement cycles, legal constraints, stakeholder dynamics.
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Comfort in an early-stage environment where 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. You can build credibility with an engineer and a CFO in the same meeting. You get curious about a customer's architecture before you pitch.
Package
$150K base
- $300K OTE with uncapped variable
- Equity
- 401(k)
- Health insurance
- Annual team offsite in Europe
About Formance
We're building the infrastructure layer for modern money movement — open-source at the core, with a growing suite of financial backend modules used by platforms operating at global scale.
Technical docs
