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Formance is a $21M Series A fintech infrastructure company backed by PayPal Ventures, building ledgering, reconciliation, and payment orchestration systems for fintechs, banks, and digital platforms. The company works with customers like Coinbase and Fireblocks, and is hiring a Technical Account Executive in New York (SoHo) on a hybrid basis (3 days/week onsite).
In this role, you will own the full sales cycle for deals typically ranging from $100K–$300K ACV, selling to CTOs, VPs of Engineering, and Heads of Payments at fintechs, crypto platforms, and financial institutions. You will run technical discovery yourself, mapping prospects' money flows and existing payment stacks, identifying gaps, and demonstrating how Formance solves their problems. You will work closely with Solutions Engineers, founders, and the engineering team on demos and proofs of concept, and feed market signal back to the product roadmap.
You will build and manage your own pipeline using the company's sales stack (Clay, Apollo, ZoomInfo) and AI tools like Claude for research and preparation. You will navigate procurement, security reviews, and compliance in regulated environments, and close deals.
Formance is a small, engineering-heavy team (about 30 people) with offices in Paris, London, and New York. The role is designed for someone with an engineering background who understands payment systems, wants to own revenue, and prefers to earn trust through technical conversations rather than product pitches.
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, with clear motivation to own a quota
- Comfortable using AI tools like Claude as part of daily workflow for research, preparation, and follow-up
- Ability to learn a process quickly and apply it with judgment; coaching will be provided on the commercial side
What will set you apart:
- Prior experience closing deals or carrying a quota
- Domain 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
