Founding Account Executive
Founding Account Executive owning Bastion’s custody and conversion sales motion, from prospecting and qualification through enterprise close. The role requires independent pipeline generation, consultative selling to technical and finance stakeholders, and the ability to build a repeatable sales process in a fast-moving regulatory market.
About the job
Responsibilities
- Own Bastion’s sales motion for custody and conversion products as an individual contributor.
- Find target fintechs, payments providers, and crypto companies; generate outbound pipeline and qualify inbound leads.
- Run structured discovery, product demonstrations, technical evaluations, negotiations, and end-to-end deal execution.
- Sell to technical and finance stakeholders, addressing API specifications, integration architecture, flow of funds, and settlement mechanics.
- Move prospects from initial conversation to live customer volume while maintaining a clean, reliable sales process.
- Partner with technical account management on integration scoping, commercial strategy on deal structure and pricing, and legal on agreement terms.
- Establish outbound messaging, targeting, sales stages, exit criteria, SLAs, forecasting, and qualification standards.
- Refine targeting using conversion and win-loss data; build repeatable sales playbooks, talk tracks, objection handling, pricing guidance, and templates.
- Identify expansion segments and geographies, and partner with brand and communications on customer case studies and references.
Requirements and Success Profile
- Independent, polished individual contributor capable of building a sales motion from the ground up.
- Ability to prospect before an RFP exists and develop a target thesis for an emerging infrastructure category.
- Strong discovery, qualification, pipeline generation, forecasting, negotiation, and closing skills.
- Ability to communicate with CTOs, engineering leaders, finance teams, and enterprise buyers.
- Comfort selling technical infrastructure involving APIs, integrations, custody, asset conversion, and settlement.
- Ability to operate effectively in a fast-moving, changing regulatory and competitive environment.
- Willingness to work closely with technical, commercial, legal, brand, and communications teams.
Compensation
- Annual salary: $150,000–$200,000.
Skills
Outbound Sales, Inbound Qualification, Pipeline Generation, Discovery Calls, Sales Forecasting, Negotiation, Deal Structuring, API Integrations, Settlement Mechanics, CRM, LinkedIn, Email Outreach
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