[Hiring] Enterprise Sales Director @Bastion

Role Description

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.
• 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.
• Help set how Bastion sells to enterprises and build the playbook the team behind you runs.
• Preference for this role to be based in New York City, but open to remote across the United States.

Work to Be Done

We want to give you a directional look into the first 30, 90, and 180 days on the job.

• 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.
• 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.
• 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

• Every active deal has an owner, plan, and forecast.
• First meetings booked against the target list.
• Qualified pipeline that supports revenue targets.
• First enterprise contract signed or in final negotiation.
• Multiple enterprise customers live and moving volume.
• A motion a second seller can run.

Some challenges you might tackle

• Two buyers per deal.
• First-time evaluators.
• Well-funded competitors.
• Long diligence.

Company Description

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.