Founding Account Executive

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 **Account Executive** to run Bastion’s sales motion for our custody and conversion products. Our customers are fintechs, payments providers, and crypto companies that need wallet infrastructure and global asset conversion rails. Your job is to find them, get in front of them, and close them. Your targets already know they need to move money. The sale is showing them Bastion does it better, faster, and with regulatory coverage they can trust. You will use our outbound infrastructure to generate pipeline at scale, qualify inbound, and convert prospects into customers moving live volume. You will partner with our technical account manager on technical evaluation and integration scoping, our commercial strategy lead on deal structuring and pricing, and our legal team on agreement terms. The technical and commercial heavy lifting is supported. You find the right companies, run a clean process, and close. This is an individual contributor role, building the custody and conversion motion from the ground up on a small team. You will own your own pipeline and operate independently. You will be polished enough to sit in on enterprise conversations when it helps, and your own number is the custody and conversion motion. This role is based in New York City in a flexible, hybrid environment. It reports to our CEO. ## **Work to Be Done** Instead of a long list of requirements, here is what success should look like in your first 60 days. We move quickly. You should be contributing in your first week, showing clear impact within 30 days, and operating independently by day 60. By then, it should be clear to both sides that this is the right fit. If you think this is something you can handle, we will be excited to speak with you. ### First 15 days: Sell while you learn - Join live customer calls in week one to see how we position, price, and close - Take over inbound qualification by week two, running structured discovery on every prospect - Learn our outbound tooling and target list logic, then generate your own pipeline - Map the active pipeline and identify which conversations you can move forward now - Learn the products well enough to run a credible first call solo ### By 30 days: Own the number - Run the full sales process end to end - Hit a sustainable outbound cadence across email, LinkedIn, warm intros, and conference follow-ups - Generate enough qualified pipeline to support quarterly revenue and payment volume targets - Document the sales process with clear stages, exit criteria, and SLAs per team - Disqualify poor-fit prospects fast so your time goes to deals that close - Give leadership a forecast they can rely on ### By 60 days: Scale what works - Refine outbound messaging and targeting against your own conversion data - Feed segment and win-loss patterns back to commercial strategy and product - Build a playbook a second seller could run: talk tracks, objections, pricing, templates - Expand into the adjacent segments or geographies where demand is strongest - Partner with brand and comms to turn wins into case studies and references - Leave a documented motion that runs without your personal relationships ## Challenges you will tackle **You will sell to two buyers in the same deal.** CTOs and engineering leads want API specs and integration architecture. Finance teams want flow of funds and settlement mechanics. Getting both to a decision on the same timeline is the work. **Some customers want to integrate this week.** That urgency is real, and it is your advantage if you can match it. It means same-day sandbox access, stripping friction out of every step, and knowing which internal favors to call in. **The best prospects have not started looking yet.** Most companies that need custody and conversion infrastructure do not know it is a category they should be shopping. You will find them before an RFP exists, which means building the target thesis yourself rather than waiting on demand. **Well-funded competitors will be in most of your deals.** Bastion wins on product flexibility, regulatory coverage, and speed of integration. You will need to make those advantages concrete to a buyer comparing datasheets, and recognize the deals worth walking away from. **The market will move under you.** Regulation, competitive dynamics, and customer needs are all shifting quickly. The targeting and positioning that work in month one will not hold by month six, and you will be the first to notice. *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.*