Business Development Representative

Formance; New York (NY); Hybrid; USD 103,500 - 126,500; Full time

Benefits offered by this job

Equity

401(k)

Unlimited PTO

Health insurance

Annual team offsite in Europe

Job summary

Formance, a fintech infrastructure company, is hiring a BDR/SDR in New York. You will lead high-volume outbound campaigns toward CTOs, VPs of Engineering, and Heads of Payments, leveraging Clay and Lemlist to build qualified pipelines for Account Executives.

The role emphasizes AI-assisted prospecting, strong judgment to identify valuable targets, and close collaboration with the GTM team in a hybrid NYC environment.

Qualifications

• 2+ years in a BDR/SDR role in B2B tech sales, ideally fintech/payments/infrastructure.
• Comfort with high-volume outbound and distinguishing activity from results.
• Interest in using AI tools to sharpen prospecting and research.
• Coachable and curious about the technical side of Formance's offering.

Responsibilities

• Build and run outbound sequences targeting technical buyers at fintechs, crypto platforms, and financial institutions using Clay and Lemlist.
• Qualify inbound leads surfaced by AI-driven sourcing and identify high-potential targets in the US fintech/crypto ecosystem.
• Collaborate with Account Executives and GTM team to hand off qualified opportunities and provide market feedback to product/marketing.
• Navigate conversations with technical buyers, asking sharp questions to earn second meetings.

Skills

BDR/SDR experience

Tech sales

AI-assisted prospecting

High-volume outbound

Tools

Clay

Apollo

ZoomInfo

Job description

SoHo, New York, NY · Full-time · Hybrid (3-4 days/week onsite)

Why this role matters

Formance 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.

We opened our New York office to accelerate our US expansion, and our BDR is the front line of that effort — the first voice a prospect hears from Formance, and the person who turns cold outreach into real pipeline for our Account Executives.

This is a role for someone who's relentless about finding the right conversation, not just booking any meeting — you'll need real judgment about who's worth pursuing and why, and you'll be using AI‑powered tools daily to work smarter, not just harder.

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.

What will set you apart

• 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 · Annual team offsite in Europe

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