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
Skills Required
- 3+ years of experience in a technical role such as software engineer, solutions engineer, sales engineer, or solutions architect
- Experience at a B2B infrastructure or developer-tools company
- Experience working with products used by developers in their daily work beyond a one-time integration
- Direct customer exposure through technical conversations, implementations, or deal support
- Clear motivation to own a sales quota
- Comfort using AI tools such as Claude for research, preparation, and follow-up
- Ability to learn and apply sales processes quickly with sound judgment
- Prior experience closing deals or carrying a quota
- Experience in fintech, payments, banking, or crypto, including ledgers, reconciliation, or payment rails
- Ability to explain financial concepts to engineers and technical tradeoffs to finance stakeholders
Formance Compensation & Benefits Highlights
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Healthcare Strength — Healthcare coverage is described as starting on day one with Aetna medical, dental, and vision across six plan options, plus mental-health support and telemedicine. An FSA, life insurance, an EAP, and employer-paid Alan Blue in France round out the offering.
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Leave & Time Off Breadth — Time off is framed as unlimited with a tracked minimum of about 20 days, alongside paid sick time and holidays. Processes are said to encourage employees to actually take time away, and bereavement leave is included.
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Fair & Transparent Compensation — Compensation is positioned as fair and transparent, with equity, performance bonuses, and commission tiers where relevant. Promotion-linked increases and clearly explained geographic pay bands are called out.
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 over $21M in total funding, including a Series A led by PayPal Ventures and Portage. 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: 20+ customers today, ~60% of them regulated entities (EMI, MTL, banking charters). We're SOC 2 Type II, ISO 27001, and DORA compliant.
Why Work With Us
Sell into crypto exchanges, neobanks, and payment platforms where fintech meets crypto/fiat. Our real competitor is "build it in-house" - our open-source ledger is the bridge. Organic pipeline, ~$100K ACV, backed by PayPal Ventures & Portage. Small team, direct founder access, join as we scale!
Gallery
Formance Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Our team works hybrid at our New York office — 3 days in office, 2 days remote. We believe in-person collaboration drives better decisions, faster iteration, and stronger team cohesion, while flexibility supports focus and balance.
