Founding Account Executive
Founding Account Executive responsible for owning the full sales cycle for $100-300K ACV deals with technical buyers (CTOs, VPs Engineering) at fintechs, crypto, and financial institutions. Requires 4+ years B2B tech sales experience selling into regulated financial verticals in the US market; involves deep technical discovery, bringing customer feedback to product, and shaping the early-stage sales playbook.
About the job
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
Skills
B2B Tech Sales, Fintech Sales, Payments Sales, Banking Sales, Crypto Sales, Complex Deal Closing, Technical Sales, Procurement Navigation, Compliance Navigation, Sales Cycle Management
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