Director of Partnerships

OVERVIEW

We’re hiring a Director of Partnerships to own the relationships that extend Bastion’s products: banking partners, liquidity providers, blockchain ecosystems, payment networks, and platforms that can embed or resell us.

Every new corridor, chain, or settlement path we offer depends on a partner. Every platform that embeds us is distribution we don’t have to build. You own that portfolio: deepen existing partnerships, open the ones we need, and turn them into product coverage and pipeline.

You work with our CEO, product, and engineering on integration scoping, with legal and compliance on agreements, and with sales, who turn the distribution you open into closed business.

While we have a preference for this role to be based in New York City, we are open to the role being remote across the United States.

WORK TO BE DONE

Instead of a list of requirements, we want to give you a directional look into the first 30, 90, and 180 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.

If you think this is something you can handle, we will be excited to speak with you.

FIRST 30 DAYS: LEARN AND CONTRIBUTE FROM WEEK 1

- Map every live and in-flight partnership: owner, status, terms, and what it unlocks for customers

- Take over the partner conversations already in motion

- Rank the partner gaps blocking current deals (corridors, chains, rails) by revenue impact

- Close or advance one partnership already in the pipeline

- Outcomes

- One partnership map leadership uses for partner-versus-build calls

- A prioritized partner roadmap tied to live customer demand

BY 90 DAYS: OWN THE PARTNER PORTFOLIO

- Run partnership cycles end to end, from sourcing through legal and compliance review to close

- Structure partner agreements, including revenue share, pricing, and integration terms, with finance and legal

- Launch a distribution motion with platforms that embed or resell Bastion, and hand qualified leads to sales

- Translate partner roadmaps into priorities for product and engineering

- Outcomes

- New partner coverage live in production

- A measurable stream of partner-sourced pipeline

BY 180 DAYS: SCALE THE ECOSYSTEM

- Set the partnerships strategy for the next stage, including new geographies and use cases

- Build a partner program with tiers, onboarding, enablement, and co-marketing

- Represent Bastion in industry forums and at conferences

- Help hire the next partnerships team member

- Outcomes

- Partnerships reliably produce product coverage and revenue

- A playbook that works without your personal relationships

SOME CHALLENGES YOU MIGHT TACKLE

- Partner, build, or walk away. Every gap has all three options, and you make the call with data.

- Partners can be competitors. Many large players both partner and compete. You structure deals that keep the customer relationship with Bastion.

- Regulation shapes every deal. Agreements carry compliance obligations on both sides, and terms have to survive diligence.

- Signed is not live. You drive partners through integration and launch.

- Distribution needs enablement. A reseller only helps if its team can sell Bastion.