New York (SoHo) • Full-time • Hybrid (3 days/week onsite) • From October 2026
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.
REQUIREMENTSMust-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.
BENEFITSEquity • 401(k) • Unlimited PTO • Health insurance • Annual team offsite in Europe
Technical docs: docs.formance.com • GitHub: github.com/formancehq
