First 15 days: Sell while you learn
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Join live customer calls in week one to see how we position, price, and close
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Take over inbound qualification by week two, running structured discovery on every prospect
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Learn our outbound tooling and target list logic, then generate your own pipeline
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Map the active pipeline and identify which conversations you can move forward now
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Learn the products well enough to run a credible first call solo
By 30 days: Own the number
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Run the full sales process end to end
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Hit a sustainable outbound cadence across email, LinkedIn, warm intros, and conference follow-ups
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Generate enough qualified pipeline to support quarterly revenue and payment volume targets
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Document the sales process with clear stages, exit criteria, and SLAs per team
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Disqualify poor-fit prospects fast so your time goes to deals that close
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Give leadership a forecast they can rely on
By 60 days: Scale what works
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Refine outbound messaging and targeting against your own conversion data
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Feed segment and win-loss patterns back to commercial strategy and product
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Build a playbook a second seller could run: talk tracks, objections, pricing, templates
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Expand into the adjacent segments or geographies where demand is strongest
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Partner with brand and comms to turn wins into case studies and references
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Leave a documented motion that runs without your personal relationships
Challenges you will tackle
You will sell to two buyers in the same deal. CTOs and engineering leads want API specs and integration architecture. Finance teams want flow of funds and settlement mechanics. Getting both to a decision on the same timeline is the work.
Some customers want to integrate this week. That urgency is real, and it is your advantage if you can match it. It means same-day sandbox access, stripping friction out of every step, and knowing which internal favors to call in.
The best prospects have not started looking yet. Most companies that need custody and conversion infrastructure do not know it is a category they should be shopping. You will find them before an RFP exists, which means building the target thesis yourself rather than waiting on demand.
Well-funded competitors will be in most of your deals. Bastion wins on product flexibility, regulatory coverage, and speed of integration. You will need to make those advantages concrete to a buyer comparing datasheets, and recognize the deals worth walking away from.
The market will move under you. Regulation, competitive dynamics, and customer needs are all shifting quickly. The targeting and positioning that work in month one will not hold by month six, and you will be the first to notice.