Bastion - Business Development and Operations Associate

• 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 • 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 • 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 • 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. • A steep product learning curve with real consequences • 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 • Navigating compliance-sensitive conversations • 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 • Coordinating cross-functional deal support at a startup • 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 • Turning prospect conversations into organizational knowledge • 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 • Balancing urgency with accuracy