Sales Lead

Work to Be Done

Instead of a list of requirements, we want to give you a directional look into the first 15, 30, and 60 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.

First 15 days: Sell while you learn

• Get on calls immediately — join live customer conversations alongside our team to understand how we position, price, and close today
• Take over inbound qualification within week two, running a structured discovery process to assess fit and urgency for every prospect that reaches out
• Get hands-on with our outbound tooling and infrastructure — learn the systems, understand the target list logic, and start generating your own pipeline
• Map the current pipeline, understand where every active conversation stands, and identify the ones you can move forward right now
• Learn the products deeply enough to run a credible first call without a technical counterpart in the room — understand what they do, who they serve, how they compare, and what integration looks like

Outcomes

• You have personally run discovery calls and moved at least one new prospect into evaluation
• You own inbound qualification — no prospect sits without a response for more than 24 hours
• You are actively generating outbound pipeline using our tooling, not waiting for leads to come to you

By 30 days: Own the number

• Run the full sales process end-to-end
• Hit a sustainable outbound cadence — emails, LinkedIn, warm intros, conference follow-ups — generating enough pipeline to support quarterly targets
• Develop a repeatable qualification framework so you spend time on the right prospects and disqualify the wrong ones quickly — speed matters, and not every conversation is worth a second meeting
• Build strong working relationships with the technical account manager, commercial strategy lead, and product team so handoffs are seamless and nothing falls through the cracks

Outcomes

• A qualified pipeline with enough volume and velocity to support our revenue and payment volume targets
• A documented sales process with clear stages, exit criteria, and SLAs for each team involved
• Forecasts that leadership can rely on — you know what's closing, what's stuck, and why

By 60 days: Scale what works

• Identify patterns in what's converting and feed that back to the commercial strategy and product teams — which segments close fastest, which product capabilities are table stakes vs. differentiators, where we lose deals
• Refine outbound messaging and targeting based on six months of data — double down on what works, cut what doesn't
• Build the playbook that a second seller could pick up — talk tracks, objection handling, competitive positioning, pricing guidance, and deal templates
• Expand into adjacent segments or geographies based on what you've learned about where demand is strongest
• Partner with brand and comms to turn customer wins into case studies, references, and credibility that makes the next sale easier

Outcomes

• A repeatable, documented sales motion that doesn't depend solely on your personal relationships
• Clear data on ICP fit, conversion rates, and deal velocity that informs company strategy
• The team is positioned to scale beyond a single seller

Some challenges you might tackle

• Navigating technical buyers (CTOs, engineering leads) who want to talk API specs and integration architecture, finance teams who care about flow of funds, and getting them to a decision quickly
• Moving fast — some companies want to integrate this week. You need to match their urgency, help get them into a sandbox, and remove friction from every step of the process
• Finding the companies that need custody and conversion infrastructure before they've started a formal search
• Positioning against well-funded competitors while leveraging Bastion's advantages in product flexibility, regulatory coverage, and speed of integration
• Working in a market where the regulatory landscape, competitive dynamics, and customer needs are evolving rapidly — your targeting and positioning will need to evolve with them