Formance Technical Account Executive at Formance owning the full sales cycle for fintech and financial institutions. Conducts technical discovery and collaborates with engineering teams on demos and proofs of concept.
Responsibilities
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.
Qualification
3+ years in a technical roleYour customers are developersDirect exposure to customersWhat will set you apartPrior experience closing dealsDomain experience in fintech
Required
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.
Preferred
Prior experience closing deals or carrying a quota
Domain experience in fintech, payments, banking, or crypto
Ability to explain financial concepts to engineers and technical tradeoffs to finance stakeholders
