About the role
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're hiring a Business Development and Operations Associate to join our commercial team in New York City. This role sits at the intersection of business development and deal operations — qualifying prospects, running thoughtful discovery, supporting complex sales cycles, and ensuring deals progress from signed contract to live production. Your buyers are fintech operators, payment companies, neobank founders, exchanges, and financial services product leaders who need compliant stablecoin infrastructure. The conversations are technical, the sales cycles are nuanced, and the ability to speak credibly about how money moves — custody, issuance, on/off ramps, cross-border flows — matters. You'll work inside a small, high-output commercial pod, learning the product and buyer landscape deeply while taking increasing ownership of qualifying conversations, deal support, and pipeline operations. The right person has real curiosity about how financial infrastructure works and wants to be client-facing. We're looking for someone who has at least 2 of these: Exposure to stablecoins, digital assets, or crypto infrastructure Experience in financial infrastructure, payments, or capital markets (even in a back-office or operations capacity) Any form of sales lifecycle experience — BDR, AE, AM, CSM, BD, etc. Technical literacy around APIs, integrations, or money movement systems Early-stage experience where you wore multiple hats What matters is that you're smart, diligent, and genuinely interested in stablecoins and financial infrastructure. This role is based in New York City and operates in a hybrid capacity. Work to Be Done Instead of a list of requirements, we want to give you a directional look into the first 30, 60, and 90 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. The learning curve on this product is steep. We're not expecting you to fake it. We are expecting you to attack the learning curve harder than anyone thinks is reasonable. If you think this is something you can handle, we will be excited to speak with you. First 30 days: Build the knowledge foundation and start contributing on calls Immerse yourself in Bastion's platform, products, and regulatory positioning — understand custody, issuance, on/off ramps, conversions, and why our NYDFS-chartered trust company structure matters to buyers Study how money actually moves: how exchanges, market makers, issuers, and flows interact at the infrastructure level. This isn't optional background reading — it's the core of the job Shadow every sales call for the first month. Not passively — take notes, own follow-up action items, send recap emails, and track next steps in HubSpot Study closed-won deals, lost deals, and active pipeline to understand what converts, what stalls, and why Get hands-on with deal tooling, CRM, and internal systems so you can operate independently Outcomes You can explain Bastion's products and positioning to a colleague without notes You've taken ownership of post-call follow-ups on active deals and nothing has dropped You have a working understanding of the buyer landscape: who buys, why, and what questions they ask By 60 days: Start qualifying and running early portions of calls Begin handling qualifying conversations — not just scheduling calls, but asking the right questions to determine if a prospect is a real opportunity and what product configuration fits Run opening portions of discovery calls with the Commercial Lead present, gradually taking more ownership as your knowledge deepens Own deal operations: ensure every active opportunity has accurate CRM data, clear next steps, and coordinated cross-functional inputs from Product, Engineering, and Compliance Start identifying patterns in what you're hearing from prospects — which segments respond, what objections repeat, where deals stall — and share those learnings with the pod Support post-close activation: coordinate handoffs to internal teams and track that signed deals progress toward integration and go-live Outcomes You're running qualifying conversations that produce real signal — not just scheduling next calls CRM is a reliable source of truth for your deals The pod relies on you for deal coordination and nothing falls through the cracks By 90 days: Run a qualifying first call independently across all products Demonstrate the knowledge to run a qualifying first call independently across Bastion's product suite — custody, issuance, on/off ramps, conversions Qualify prospects thoughtfully: determine fit, identify the right product configuration, surface blockers, and route to the right next step (whether that's a deeper technical conversation, a proposal, or a disqualification) Maintain disciplined pipeline operations: deal stages reflect reality, follow-ups happen on time, cross-functional coordination is proactive, and activation tracking is current Begin contributing to sales asset refinement — talk tracks, qualifying frameworks, objection handling — based on what you've learned running calls Operate as a trusted voice in the pod: when you say a deal is qualified, people believe you; when you flag a risk, people act on it Outcomes You can run a qualifying first call independently and the Commercial Lead trusts you to do so Prospects leave your calls with clear answers and clear next steps — not more questions Sales assets and qualifying frameworks are sharper because of your contributions You have developed enough depth to speak credibly about all products without support Some challenges you might tackle A steep product learning curve with real consequences : This is complex financial infrastructure, not a SaaS product with a demo button. Getting something wrong on a call — misrepresenting capabilities, fumbling a compliance question, failing to answer basic product questions — costs real deals. The learning curve is the job. Navigating compliance-sensitive conversations : Many buyers care about regulatory standing and institutional credibility as much as product features. You need to speak credibly about what Bastion's positioning means for their business without overstepping Coordinating cross-functional deal support at a startup : Getting a client from signed contract to live production involves Product, Engineering, Compliance, and Finance. You'll help coordinate this — keeping everyone aligned and surfacing blockers early Turning prospect conversations into organizational knowledge : Every call produces signal about what the market wants, what's confusing, and what's missing. Capturing and sharing that signal systematically — not just in your head — is how the sales motion gets better Balancing urgency with accuracy : Prospects don't want more calls — they want to know what you're selling and whether it works for them. Every interaction needs to be substantive, not performative 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.