Business Development Representative

Why this role matters

Fpanse is a $21M Series A company backed by PayPal Ventures, building the financial infrastructure that powers the next generation of fintechs, banks, and digital platforms — already trusted by Coinbase, Fireblocks, and leading financial platforms across the US and Europe. This role is crucial for accelerating Formance's US expansion, with the BDR being the front line of that effort.

What You'll Actually Do

• Build and run outbound sequences targeting technical buyers (CTOs, VPs of Engineering, Heads of Payments) at fintechs, crypto platforms, and financial institutions, using Clay for GTM orchestration and Lemlist for sales engagement.
• Qualify inbound leads, including those surfaced by AI-driven sourcing agents, and identify high-potential targets in the US fintech and crypto ecosystem.
• Work closely with our Account Executives and GTM team to hand off well-qualified opportunities, and with founders to bring market signal back into how we position Formance.
• Navigate a technical buyer conversation confidently enough to earn a second meeting — you don't need to be an engineer, but you need to ask sharp questions.
• Help us keep refining how AI tools fit into outbound — you'll have real input into which tools and workflows actually move the needle, not just adopt them passively.

What We're Looking For

• Must-haves: 2+ years in a BDR/SDR role in B2B tech sales, ideally with some exposure to fintech, payments, or infrastructure/technical products. Comfort with high-volume, high-quality outbound — you know the difference between activity and results. Genuine interest in using AI tools to sharpen prospecting and research, not just following a script. Coachable and curious — you want to learn the technical side of what Formance sells.

Must-haves

• Experience selling or prospecting into technical buyers.
• Hands-on experience with tools like Clay, Apollo, ZoomInfo, or similar GTM/enrichment platforms.
• A track record of consistently exceeding activity and pipeline targets.

Package

$115K OTE, uncapped variable

Equity

401(k)

Unlimited PTO

Health insurance

About Formance

We're building the infrastructure layer for modern money movement — the backend that lets fintechs, banks, and platforms move money without reinventing ledgering, reconciliation, or payment orchestration from scratch. Open-source at the core, Formance already powers financial operations for platforms operating at global scale, and we opened our New York office to bring that infrastructure directly to the US market. You'd be joining a small, high-conviction team where what you close and what you learn from customers directly shapes the roadmap.

Technical docs

docs.formance.com

GitHub

github.com/formancehq