📍 SoHo, New York, NY · Full-time · Hybrid (3-4 days/week onsite)
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.
We opened our New York office to accelerate our US expansion, and our BDR is the front line of that effort — the first voice a prospect hears from Formance, and the person who turns cold outreach into real pipeline for our Account Executives.
This is a role for someone who's relentless about finding the right conversation, not just booking any meeting — you'll need real judgment about who's worth pursuing and why, and you'll be using AI-powered tools daily to work smarter, not just harder.
What you'll actually do
Build and run outbound sequences targeting technical buyers (CTOs, VPs of Engineering, Heads of Payments) at fintechs, crypto platforms, and financial institutions, using Clay for GTM orchestration and Lemlist for sales engagement.
Qualify inbound leads, including those surfaced by AI-driven sourcing agents, and identify high-potential targets in the US fintech and crypto ecosystem.
Work closely with our Account Executives and GTM team to hand off well-qualified opportunities, and with founders to bring market signal back into how we position Formance.
Navigate a technical buyer conversation confidently enough to earn a second meeting — you don't need to be an engineer, but you need to ask sharp questions.
Help us keep refining how AI tools fit into outbound — you'll have real input into which tools and workflows actually move the needle, not just adopt them passively.
What we're looking for
Must-haves:
2+ years in a BDR/SDR role in B2B tech sales, ideally with some exposure to fintech, payments, or infrastructure/technical products.
Comfort with high-volume, high-quality outbound — you know the difference between activity and results.
Genuine interest in using AI tools to sharpen prospecting and research, not just following a script.
Coachable and curious — you want to learn the technical side of what Formance sells.
What will set you apart:
Experience selling or prospecting into technical buyers.
Hands-on experience with tools like Clay, Apollo, ZoomInfo, or similar GTM/enrichment platforms.
A track record of consistently exceeding activity and pipeline targets.
Package
$115K 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
Skills Required
- 2+ years in a BDR/SDR role in B2B tech sales, ideally with exposure to fintech, payments, or infrastructure/technical products.
- Comfort with high-volume, high-quality outbound prospecting and focus on results over activity.
- Genuine interest in using AI tools to sharpen prospecting and research.
- Coachable and curious with a desire to learn the technical side of the product.
- Experience selling or prospecting into technical buyers (CTOs, VPs of Engineering, Heads of Payments).
- Hands-on experience with tools like Clay, Apollo, ZoomInfo, or similar GTM/enrichment platforms.
- Track record of consistently exceeding activity and pipeline targets.
Formance Compensation & Benefits Highlights
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Healthcare Strength — Comprehensive medical, dental, and vision coverage starts on day one and is paired with mental health support, telemedicine, an FSA, life insurance, and an EAP. Multiple plan options and stated annual reviews point to depth and ongoing competitiveness.
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Leave & Time Off Breadth — An unlimited PTO policy with a tracked minimum helps ensure time off is actually taken, alongside paid holidays and sick leave. Wellness initiatives and flexibility during personal challenges reinforce time-away support.
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Equity Value & Accessibility — Company equity is part of total compensation, complemented by performance bonuses and clearly defined commission tiers where applicable. Promotion-related pay increases and explained geographic pay differences indicate structured, role-linked rewards.
Formance Insights
What We Do
Formance builds the financial infrastructure for the hybrid economy — the world where money moves across fiat, crypto, and every payment rail in between. We're a YC S21 company backed by a $21M Series A led by PayPal Ventures. Our open-source ledger gives digital asset companies, vertical SaaS platforms, and regulated financial institutions the speed, flexibility, and compliance-grade trust they need to build money movement products without compromise. Customers include leading crypto exchanges, neobanks, payment platforms, and fintech infrastructure companies. Engineering teams use Formance to model any fund flow — however complex — with full auditability out of the box. No rebuilding core accounting logic for each new provider. No brittle internal ledgers that break at scale.
Why Work With Us
Sell into crypto exchanges, neobanks, and payment platforms at the intersection of fintech and crypto/fiat convergence. Organic pipeline, strong retention, Series A led by PayPal Ventures. Real deals, real stakes. Small team, direct access to founders — join as we're scaling.
Gallery
Formance Offices
OnSite Workspace
Our team works fully on-site at our New York office. We believe in-person collaboration drives better decisions, faster iteration, and stronger team cohesion.
