Job description

ABOUT BASTION Bastion provides the regulated infrastructure businesses need to hold, move, and issue stablecoins. Our platform combines custodial wallets, global payment orchestration, and stablecoin issuance. Customers can use each product independently or connect them into a single end-to-end flow. We operate through our own regulated entities, with compliance and risk controls built directly into the platform. We can also support customers operating under their own licenses with the compliance and financial operations required to run their programs. OVERVIEW We’re hiring a Business Development Director to open the segments, use cases, and strategic programs that don’t fit a standard sales motion yet. Sales works defined segments. You find the next ones, shape the opportunity, and either close it or hand sales a qualified, well-structured deal. New buyers appear every quarter, from global brands exploring branded stablecoins to platforms rethinking cross-border payouts and treasury. You find them first and make sure we are building relationships with the right people. You work with our CEO on strategic opportunities, with enterprise sales and partnerships on handoffs, and with product and commercial strategy on which segments to pursue. While we have a preference for this role to be based in New York City, we are open to the role being remote across the United States. WORK TO BE DONE Instead of a list of requirements, we want to give you a directional look into the first 30, 90, and 180 days on the job. We are a startup, so the pace is fast and the specific work will change. People who thrive here are finding ways to contribute in their first week, and fully productive in their third month. You need to be okay with that. If you think this is something you can handle, we will be excited to speak with you. FIRST 30 DAYS: LEARN AND ORIGINATE FROM WEEK 1 - Join live customer and prospect calls to learn where Bastion wins today - Propose two or three segment theses, each with target accounts - Activate your network and book first conversations against the strongest thesis - Agree handoff rules with sales and partnerships - Outcomes - A ranked list of theses with leadership buy-in - Clear lanes between BD, sales, and partnerships BY 90 DAYS: OWN THE NEW-BUSINESS PIPELINE - Originate and shape strategic opportunities through commercial structure - Close strategic deals directly where it makes sense, and hand the rest to sales - Run fast experiments in new segments and report conversion data - Represent Bastion at events where new buyers show up - Outcomes - A measurable pipeline of originated opportunities - One strategic opportunity in late-stage negotiation BY 180 DAYS: TURN NEW SEGMENTS INTO MOTIONS - Convert your strongest segment into a motion sales can run - Write the segment playbook: target list logic, messaging, use cases, early references - Shape product and commercial strategy with what you learn in market - Expand into the next geography or use case with the strongest demand - Outcomes - One segment handed off as a working sales motion - Strategic customers signed from originated opportunities SOME CHALLENGES YOU MIGHT TACKLE - Prospects who haven’t started looking. Many future stablecoin buyers have no RFP. You build the thesis and find them first. - Blurry lanes. BD sits between sales and partnerships. You keep handoffs clean so customers see one Bastion. - Interesting versus valuable. You qualify hard and walk away from deals that don’t fit. - Custom structures. Large programs rarely fit standard pricing or terms. - A moving market. Regulation and competition shift fast, and a thesis that works in month one may not hold in month six. Bastion provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, and placement. Bastion participates in E-Verify to authorize eligibility of employment in the United States.

Requirements

Must-haves

You work with our CEO on strategic opportunities, with enterprise sales and partnerships on handoffs, and with product and commercial strategy on which segments to pursue.
While we have a preference for this role to be based in New York City, we are open to the role being remote across the United States.
Instead of a list of requirements, we want to give you a directional look into the first 30, 90, and 180 days on the job.
If you think this is something you can handle, we will be excited to speak with you.
FIRST 30 DAYS: LEARN AND ORIGINATE FROM WEEK 1
Join live customer and prospect calls to learn where Bastion wins today
Propose two or three segment theses, each with target accounts
Activate your network and book first conversations against the strongest thesis
Agree handoff rules with sales and partnerships
A ranked list of theses with leadership buy-in
Clear lanes between BD, sales, and partnerships
Originate and shape strategic opportunities through commercial structure
Close strategic deals directly where it makes sense, and hand the rest to sales
Run fast experiments in new segments and report conversion data
Represent Bastion at events where new buyers show up
A measurable pipeline of originated opportunities
One strategic opportunity in late-stage negotiation
BY 180 DAYS: TURN NEW SEGMENTS INTO MOTIONS
Convert your strongest segment into a motion sales can run
Write the segment playbook: target list logic, messaging, use cases, early references
Shape product and commercial strategy with what you learn in market
Expand into the next geography or use case with the strongest demand
One segment handed off as a working sales motion
Strategic customers signed from originated opportunities

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

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Platform: ashby
Effort: quick