About the role
New York (SoHo) · Full-time · Hybrid (3 days/week onsite) · From October 2026
OVERVIEW
Formance (https://www.formance.com) is a $21M Series A company backed by PayPal Ventures. We build financial infrastructure for fintechs, banks, and digital platforms across the US and Europe, and we partner with companies such as Coinbase and Fireblocks.
Our buyers are CTOs, VPs of Engineering, and Heads of Payments. Their teams work on problems where correctness matters: double-entry accounting, transaction atomicity, multi-currency settlement across fiat, crypto, and payment rails. The strongest conversations we have with them are technical ones, which is why we are opening this Account Executive role to people with an engineering background.
This role suits someone who understands how a payment system is built, wants to own revenue, and prefers to earn a buyer's trust by discussing their architecture rather than pitching a product.
YOUR ROLE
- Own the full sales cycle, from first conversation to signed contract, on deals typically ranging from $100K to $300K ACV with CTOs, VPs of Engineering, and Heads of Payments at fintechs, crypto platforms, and financial institutions.
- Run technical discovery yourself. You will map a prospect's money flows and existing stack, identify where their current approach breaks, and show how Formance fits into it.
- Work with our Solutions Engineers, founders, and engineering team on demos and proofs of concept, and bring market signal back to the product roadmap.
- Build and manage your own pipeline, using our sales stack (Clay, Apollo, ZoomInfo) and AI tools like Claude to research accounts and prepare every conversation.
- Navigate procurement, security reviews, and compliance in regulated environments, and close.
REQUIREMENTS
Must-haves:
- 3+ years in a technical role: software engineer, solutions engineer, sales engineer, or solutions architect at a B2B infrastructure or developer-tools company.
- Your customers are developers. The product you work on is used by engineers in their daily work, beyond a one-time integration.
- Direct exposure to customers, through technical conversations, implementations, or deal support, and a clear motivation to own a quota.
- Comfortable using AI tools like Claude as part of your daily workflow for research, preparation, and follow-up.
- You learn a process fast and apply it with judgment. Our New York sales team has a proven playbook, and you will be coached on the commercial side.
What will set you apart:
- Prior experience closing deals, or carrying a quota in a previous role.
- Domain experience in fintech, payments, banking, or crypto, including ledgers, reconciliation, or payment rails.
- You can explain financial concepts to engineers and technical tradeoffs to finance stakeholders.
BENEFITS
Equity · 401(k) · Unlimited PTO · Health insurance · Annual team offsite in Europe
ABOUT FORMANCE
We build the backend that fintechs, banks, and platforms use for ledgering, reconciliation, and payment orchestration, so they don't have to rebuild these systems from scratch. Formance is open source at its core, with teams in Paris, London, and New York, about 30 people, mostly engineers. You would join a small team where what you close and what you learn from customers directly shapes the product.
Technical docs: docs.formance.com · GitHub: github.com/formancehq