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 an Enterprise Sales Director to own Bastion’s largest and most complex deals. This is a senior, individual contributor role selling branded stablecoin issuance, custody, and conversion to financial institutions, payments companies, global platforms, and large enterprises. Deals are multi-threaded and run several quarters. Treasury, payments, product, risk, legal, and compliance all sit on the other side of the table. You build the pipeline, run the process across those stakeholders, and close. You work with our CEO on strategic accounts, engineering, product, and technical account management for technical evaluation, commercial and finance on pricing, and legal and compliance on agreements. You also help set how Bastion sells to enterprises and build the playbook the team behind you runs. 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 SELL FROM WEEK 1 - Join live enterprise calls in week one and take ownership of an active opportunity - Build an account plan for every enterprise deal in flight: stakeholders, decision process, risks, next steps - Define the enterprise ICP with leadership and build a named target account list - Start outbound at CFO, Treasurer, and Head of Payments level - Outcomes - Every active deal has an owner, plan, and forecast - First meetings booked against the target list BY 90 DAYS: OWN THE NUMBER - Run the full cycle: discovery, solution design, commercial and legal negotiation, close - Negotiate pricing, program economics, and service terms with finance and legal - Build qualification and forecasting discipline leadership can rely on - Feed enterprise requirements to product - Outcomes - Qualified pipeline that supports revenue targets - First enterprise contract signed or in final negotiation BY 180 DAYS: BUILD THE ENTERPRISE MOTION - Sharpen segmentation, messaging, and pricing based on what you learn in market - Write the enterprise playbook: discovery guides, objection handling, deal desk process, references - Support other sellers on complex deals - Work with brand and comms to turn wins into references - Outcomes - Multiple enterprise customers live and moving volume - A motion a second seller can run SOME CHALLENGES YOU MIGHT TACKLE - Two buyers per deal. Business owners want economics and speed. Risk and compliance want controls and auditability. You get both to a decision on one timeline. - First-time evaluators. Many prospects are evaluating stablecoins for the first time, so you sell the program before the vendor. - Well-funded competitors. Some are now part of much larger companies. You make Bastion’s independence, regulatory coverage, and flexibility concrete. - Long diligence. Vendor risk, security review, and legal run in parallel, not in sequence. 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

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 SELL FROM WEEK 1
Join live enterprise calls in week one and take ownership of an active opportunity
Build an account plan for every enterprise deal in flight: stakeholders, decision process, risks, next steps
Define the enterprise ICP with leadership and build a named target account list
Start outbound at CFO, Treasurer, and Head of Payments level
Every active deal has an owner, plan, and forecast
First meetings booked against the target list
Run the full cycle: discovery, solution design, commercial and legal negotiation, close
Negotiate pricing, program economics, and service terms with finance and legal
Build qualification and forecasting discipline leadership can rely on
Feed enterprise requirements to product
Qualified pipeline that supports revenue targets
First enterprise contract signed or in final negotiation
Sharpen segmentation, messaging, and pricing based on what you learn in market
Write the enterprise playbook: discovery guides, objection handling, deal desk process, references
Support other sellers on complex deals
Work with brand and comms to turn wins into references
Multiple enterprise customers live and moving volume
A motion a second seller can run
Two buyers per deal. Business owners want economics and speed. Risk and compliance want controls and auditability. You get both to a decision on one timeline.
First-time evaluators. Many prospects are evaluating stablecoins for the first time, so you sell the program before the vendor.

Nice-to-haves

None flagged.

Application prep

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

Platform: ashby
Effort: quick