Founding Account Executive

What you'll actually do

• 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.
• Go deep on architecture and business model in discovery, navigate procurement and compliance in regulated environments, and close with conviction.

What we're looking for

Must-haves:

• 4+ years in B2B tech sales, selling into fintech, payments, banking, or crypto — you've closed complex deals with technical buyers, not just managed accounts.
• US market experience: you know how enterprise and mid-market deals actually move here — procurement cycles, legal constraints, stakeholder dynamics.
• Comfort being early — the playbook is still being written, resources are focused, and your judgment matters more than your ability to follow a process.

What will set you apart:

• You can explain a complex infrastructure concept simply, build credibility with an engineer and a CFO in the same meeting, and get genuinely curious about a customer's architecture before you pitch.

Package

• $300-330K OTE, uncapped variable
• Equity
• 401(k)
• Unlimited PTO
• Health insurance
• Annual team offsite in Europe