Founding Account Executive — Technical Sales

Formance•New York, NY

13d•$300,000 - $330,000•Hybrid

About The Position

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. This role is 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. The Founding Account Executives in New York have 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.

Requirements

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.
Comfort being early — the playbook is still being written, resources are focused, and your judgment matters more than your ability to follow a process.

Nice To Haves

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.

Responsibilities

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.
Go deep on architecture and business model in discovery, navigate procurement and compliance in regulated environments, and close with conviction.