Account Executive, Fintech

OVERVIEW

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.

YOUR ROLE

• 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.

REQUIREMENTS

Must-haves:

• 4+ years in B2B tech sales, selling into fintech, payments, banking,...