Account Executive - Bastion

About Bastion

Bastion enables financial institutions and enterprises to issue regulated stablecoins, generate revenue on reserves, and expand their ecosystems. Bastion’s platform combines stablecoin issuance, secure custody, and seamless orchestration for cross-border transfers, on/off-ramps, and stablecoin conversions. With Bastion’s platform and APIs, businesses can create and scale their stablecoin network, while optimizing revenue, compliance, and control.

You can check out our Guide for Candidates here to learn more about our work.

Overview

We are hiring Account Executives as Bastion expands beyond its initial enterprise logos. You will help build the midmarket sales motion, closing the deals that prove it works, and shaping how Bastion sells for years to come.

You'll own the full sales cycle — prospecting, discovery, deal execution, and close — while working shoulder-to-shoulder with Product, Engineering, Compliance, and Finance to get clients integrated and moving real volume through Bastion's platform.

You'll be measured on your ability to find the right customers, close deals, and get them to production — not on optimizing a spreadsheet of pipeline metrics. The revenue model will sharpen as you and the team learn what the market will bear. Your signal from the field will directly shape pricing, packaging, and product priorities.

This role is based in New York City. We have a flexible, hybrid work model.

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 the product, the market, and build pipeline

• Get deep on Bastion's product capabilities and regulatory positioning — understand what we can and cannot offer, and why our NYDFS-chartered trust company structure matters to buyers
• Study existing customer relationships and closed deals to understand what's converting, what the integration process looks like, and where the friction points are
• Map the midmarket landscape: which segments have the highest propensity to buy, what their buying triggers are, and where the best prospects cluster
• Begin outbound prospecting — build target account lists, test messaging angles, and book discovery calls
• Outcomes
  • You have a working understanding of the product, the buyer personas, and the competitive landscape
  • Outbound sequences are running, you've booked initial discovery calls, and maybe have your first signed customer
  • You can articulate Bastion's value proposition to a fintech operator or product leader without support
  • You have a point of view on the midmarket ICP that you can defend and refine

By 90 days: Close deals and start proving the midmarket motion

• Run your own deals end-to-end: prospecting, qualification, discovery, proposal, negotiation, and close
• Coordinate cross-functional deal execution — loop in Product, Engineering, Compliance, and Finance at the right moments with the right context, without over-relying on them
• Maintain disciplined CRM hygiene: deal stages, notes, and close dates updated so the team has visibility
• Close deals and actively drive clients toward integration and go-live — your job doesn't end at the signature, it ends when volume is flowing
• Begin documenting what you're learning: which segments respond, what messaging lands, where deals stall, and what the integration handoff needs to look like
• Outcomes
  • Deals closed with clients progressing toward production
  • You have a nascent but growing pipeline with deals at multiple stages
  • Cross-functional partners trust you to quarterback deals without heavy oversight
  • You're contributing market signal that Product and leadership are using to make decisions

By 180 days: Scale the motion and set up what comes next

• Build a repeatable pipeline that sustains consistent deal flow — you've gone from "figuring it out" to "running a motion"
• Get closed clients live in production with real transaction volume flowing through Bastion's infrastructure
• Harden the sales assets you've been building: talk tracks, discovery frameworks, competitive positioning, deal documentation, and integration playbooks
• Contribute to pricing and packaging strategy based on in-market learning — you're the person closest to what buyers will pay and what deal structures work
• Operate as a key voice of the midmarket customer inside Bastion — your market signal directly informs Product roadmap, GTM strategy, and leadership decisions
• Help shape the plan for what midmarket sales looks like at scale — what does the next hire need to succeed, and what have you built that makes them faster?
• Outcomes
  • Multiple customers live in production with growing transaction volumes
  • The midmarket sales motion is documented and repeatable — not just in your head
  • Product and leadership teams trust your market signal and factor it into strategic decisions
  • There's a clear picture of what the midmarket sales function looks like as it scales, informed by what you've built

Some challenges you might tackle

• Selling regulated infrastructure in a category buyers are still learning about: Stablecoin infrastructure is not well-understood. You need to educate and qualify simultaneously, without turning discovery calls into lectures
• Getting clients from signed deal to live production: The sale doesn't end at the contract. Getting a client integrated and transacting involves Product, Engineering, Compliance, and Finance. You're the quarterback through the full lifecycle — keeping everyone aligned, surfacing blockers early, and making sure nothing stalls between handoffs
• Navigating compliance-sensitive sales cycles: Your buyers may care about regulatory standing, security, and institutional credibility as much as they care about product features. You need to speak credibly about Bastion's regulatory posture without being a compliance expert yourself
• Pricing and packaging in a market without established benchmarks: Stablecoin infrastructure pricing is not commoditized. You'll encounter different willingness-to-pay across segments and need to help the company learn what the market will bear while still closing deals
• Balancing near-term volume with long-term account value: Your deals have significant growth potential as clients scale. You need to structure initial engagements that get volume flowing quickly while setting up expansion, not just close the fastest deal possible

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.