12 top fintech bankers serving to startups trot public and develop offers detail how they system the sizzling market and the traits they're most angry about

  • The fintech house has exploded in most contemporary years, maintaining Wall Toll road bankers busy.
  • Some banks explore fintech as an outgrowth of TMT and FIG groups, while others explore it as a stand-alone.
  • A dozen top fintech dealmakers gave us the news on the change traits grabbing their consideration.
  • Behold more tales on Insider's industry page.

Over the past two a protracted time, rapid tech startups maintain compelled dilapidated financial-services and products institutions to transform the plan they attain industry.

And as these startups grow bigger and broken-down, unusual alternatives are growing for bankers to facilitate financings, partnerships, and gross sales.

This year alone, the financial-skills house has viewed 20 fintech IPOs worldwide, Dealogic reported, inserting it heading in the correct direction to exceed the bogus of fintech IPOs (29) in 2020. Seven of 2021's public choices maintain taken build of dwelling in the US this year, as when put next with final year's six. And there are more to advance relief, including Robinhood, one amongst basically the most anticipated public debuts of 2021.

The M&A marketplace for fintech, too, has been sizzling. Globally, there had been 497 mergers or acquisitions inviting fintechs, with 176 taking build of dwelling in the US.

Worldwide, fintech M&A has already produced bigger than $89 billion in deal volumes, inserting it actual in the aid of 2020's total deal volume ($90 billion). In the US, deal volume for 2021 — bigger than $62 billion to this level — has already surpassed final year's $44 billion.

Particular motive acquisition corporations maintain moreover conducted a component, as the blank-test corporations had been desirous to snap up the nascent tech corporations and have interaction them to public markets. SoFi, Dave, Acorns, and MoneyLion are amongst the fintechs which maintain either long gone or are making ready to transfer public by plot of a


Acquisitions are moreover occurring both between fintechs and with dilapidated corporations, as the latter recognizes the pressing must step up their tech stacks.

All of it has meant numerous work for fintech bankers. But one mammoth request that is emerged is how precisely these bankers are labeled. Fintech has historically required skill sets that embrace both dilapidated tech banking and journey with financial institutions.

Some corporations maintain elected to develop fintech an outgrowth of 1 sector or one other, whereas others maintain bifurcated the division entirely, turning fintech into a stand-alone protection neighborhood. Silent, there are many banks making waves in the fintech house.

The leaders and rainmakers in the aid of a pair of of the tip fintech offers walked us by plot of how their practices are structured and what they're seeing in the house.

Listed below are observations from a pair of of the tip bankers brokering offers in fintech, and what traits excite them most.

Rick Diamond, Citigroup

Feature: Global head of economic skills and details services and products investment banking

Provides labored on: Flywire IPO; dLocal IPO; Clearent on its announced tie-up with Transaction Products and services Community

Rick Diamond Citigroup

Rick Diamond.


Rick Diamond sits atop a fintech apply at Citigroup formed by plot of a joint enterprise with the bank's financial institutions and skills, media, and telecommunications groups. The neighborhood contains about 50 professionals worldwide, sitting in the US, Europe, Latin The USA, India, and Asia.

One necessary consideration that bankers all the plot by plot of change sectors are making more frequently is the prominence of environmental, social, and company governance considerations in dealmaking, and it be no numerous in fintech.

The mammoth, nebulous house touches an array of necessary facets of corporate behavior, from informing choices that corporations develop pertaining to areas equivalent to environmental sustainability and selection in the build of dwelling of job.

But the role ESG performs in financial skills has was more pronounced in most contemporary months.

Asset managers and institutional merchants, for instance, are taking a nearer search for at the impact their investing suggestions maintain on the sphere around them.

Many are facing sophisticated decisions around the rising demand for cryptocurrency choices, searching to reconcile merchants' growing ardour in the sphere with its reputation for drinking mammoth amounts of power.

For its section, Citigroup, too, has pledged to reach rep-zero emissions by the year 2050.

"We're at a deadline the build customers are involving about doing industry with ESG-focused corporations," Diamond truly helpful Insider. "It's top of thoughts for plenty of the corporations we focus on."

Some fintechs, he added, are attempting to attain their section by lowering their carbon footprints.

"You are going to explore fintechs emerge who're undoubtedly tackling this self-discipline and serving to remedy this self-discipline, both by plot of revolutionary financial-provider products to customers as successfully as corporates," he added.

Jonathan Dubroff, BMO Capital Markets

Feature: Managing director, head of fintech investment banking

Provides labored on: Delta Card Products and services Inc.'s sale of property to Paysafe; Finastra's sale of its collateral management company industry to Teranet

Working on behalf of economic-services and products corporations is in Jonathan Dubroff's blood.

Increasing up, his dad modified into as soon as an government at First Recordsdata Corporation, a financial-services and products company in Atlanta that handles giant volumes of payments transactions.

Dubroff himself at the starting build frolicked at Deloitte as an auditor ahead of fixing into an fairness examine partner at SG Cowen in 2003. He joined BMO Capital Markets in 2005.

He spent two years at the Canadian bank. In 2007, he left to attain a stint at Barclays, but returned as a VP in 2009. Dubroff's caught with the middle-market advisory shop ever since. He's now a managing director and the head of its fintech investment-banking industry.

One of his well-liked substances of

Screen Shot 2021 06 08 at 4.16.05 PM

Jonathan Dubroff.

BMO Capital Markets

the industry, he truly helpful Insider, is seeing corporations by plot of their lifestyles cycles.

Not too long ago, one company Dubroff has counseled for years, which he didn't name, raised its first-ever debt facility with BMO Capital Markets' wait on after financing a chain of extensive acquisitions that pulled it out of the middle-market sector and into the mammoth leagues.

Dubroff has witnessed the appearance of 1 other necessary building over the past year: SPACs as a mainstream car wherein fintechs are doing offers and going public.

"In actual fact, the pause of 2020 and starting build of 2021 is some version of the year or years of the SPAC," he said.

"Love one thing else in the markets, success will tend to make success, and that is one amongst the reasons we're seeing so noteworthy ardour from SPACs into fintech," he added.

Total, Dubroff is bullish about the avenue ahead in financial skills.

"I undoubtedly had been amazed at the quantity of exercise that we now maintain had at some level of the outdated couple of years," he said. "I explore numerous open avenue ahead."

Kelly Galanis, Goldman Sachs

Feature: Head of economic skills investment banking, Americas

Provides labored on: Shift4 Funds IPO; Duck Creek IPO; Lemonade IPO

Kelly Galanis, Goldman Sachs

Kelly Galanis.

Goldman Sachs

When one thinks of Goldman Sachs, megadeals could well also advance to thoughts.

But for Kelly Galanis, who leads the company's fintech banking apply in the Americas, a extensive deal of what's piquing her curiosity in the intervening time stems from clients that fall in the realm historically really appropriate the middle market.

In an interview with Insider, Galanis proffered a pair of examples of the forms of middle-market fintech corporations catching her spy actual now: corporations specializing in "upgrading the office of the CFO" by bettering accounts payable and accounts receivable skills, and other folks serving the digital storefront for little- and midsize corporations.

These could well also no longer be flashy, household-name tech corporations, but they're maintaining the engines of the fintech evolution firing.

Taking a search for forward, Galanis moreover feels bullish about the sphere's voice possibilities globally, and she highlighted the attain the pandemic has had on user adoption of tech.

"COVID undoubtedly did run plenty of the traits in the house," she said. "This day, you explore to this point more believe and engagement on-line, on your cellular telephone, cellular tool — whatever it could possibly be."

Kegan Greene, Houlihan Lokey

Feature: Director of economic skills investment banking

Provides labored on: Advisen's sale to Zywave/Clearlake; Thomas H. Lee's acquisition of Insurance Technologies

Greene, Kegan, SF

Kegan Greene.

Houlihan Lokey

Fintech has was such an enormous change that some investment bankers are building total practices primarily primarily based mostly completely on smaller subsectors with mammoth doable.

Kegan Greene, who joined Houlihan Lokey two years ago as a director to wait on originate its North American fintech efforts, specializes in startups in the insurance house, in general is named insurtech.

"I've involving about this sector for over 10 years, long ahead of it modified into as soon as frigid or called insurtech," Greene truly helpful Insider. "The company actual has numerous momentum in the house, and insurance is the final bastion of economic services and products to was tech-enabled, so the first wave of innovation right here is persevering with."

Since insurtech is early in its innovation cycle, most contemporary tech advancements in the house mimic innovation that is already happened in numerous areas of fintech. Lowering charges, serving to corporations automate workflows, and laying the groundwork for future tech advancements maintain all been key heart of attention factors of startups in the house at the starting build.

But insurtechs are transferring to be more disruptive and in competition with dilapidated financial services and products, in preference to actual enabling them.

As an instance, corporations equivalent to Root and Lemonade are digital insurance carriers that are undoubtedly underwriting possibility, as a replacement of actual offering skills to wait on dilapidated insurance carriers present greater services and products.

Going deep on insurtech is in line with Houlihan Lokey's job of tackling the giant fintech change portion by portion, Greene said.

"Houlihan Lokey does a extensive job of going undoubtedly deep in the swim lane, for of us that will, which makes it more straightforward to exit to market and purchase mandates," Greene said. He added that he has nine insurtech offers and mandates in the works, and that he closed six insurtech offers final year.

Jason Gurandiano, RBC Capital Markets

Feature: Global head of economic skills

Provides labored on: Foley Trasimene Acquisition Corp.'s SPAC purchase of Paysafe; Joff Fintech SPAC IPO

Screen Shot 2021 06 08 at 4.13.13 PM

Jason Gurandiano.

RBC Capital Markets

The past 18 months had been a slingshot to propel financial skills to unusual heights, RBC Capital Markets' Jason Gurandiano truly helpful Insider.

"While no one desires to income from a virulent disease, I hang COVID has served as the final spend case for the utility of fintech," he said.

"It actual supplied a catalyst for the adoption and behavior that modified into as soon as liable to happen over a longer interval of time, but pulled all that behavior forward," Gurandiano added.

The possibilities for the sphere are having a search for radiant, as fintech is in its "golden generation," he said.

Gurandiano is eyeing areas bursting with innovation, particularly the payments house. On the center of that momentum, he said, is the market's constant search to present a resolve to the journey for fashionable customers and customers.

"How attain you change the user journey and dynamic because it relates to how of us spend, imprint, transact, because it relates to financial services and products?" Gurandiano said.

That is a central request that breeds ingenuity at fintechs, he added.

Gurandiano moreover is conscious of firsthand what it be like working a fintech industry as he helped stumbled on one. He began VersaPay, a Canadian fintech, the build he chaired the board of administrators from 2008 to 2014. He isn't any longer associated with the corporate.

Sooner than RBC Capital Markets, which he joined in 2015, Gurandiano modified into as soon as a managing director at Deutsche Bank, from 2006 to 2015. Previously, he modified into as soon as a vice president at Citigroup and Credit Suisse.

Brennin Kroog, Lazard

Feature: Managing director

Provides labored on: Visa on its tried acquisition of Plaid; M&T Bank on its most contemporary acquisition of Folks's United

For Lazard's Brennin Kroog, there are lures that map him to banking, specifically fintech banking.

One is exclusively the opportunity to maintain predominant conversatiosn with the of us responsible.

"It offers you an accelerated direction to maintain the ear and dialogue with very key and senior decision-makers," he truly helpful Insider. "A quantity of clients that I undoubtedly maintain the ideal thing about knowing or having relationships with, if I had been to work at that company, it could possibly perhaps possibly have interaction me 20 years to be in a build of dwelling of self belief to maintain those relationship."

But banking can section the velvet rope for hardworking advisors to reach the admire and admire of corporate leaders. A quantity of those leaders, Kroog added, are of us that younger bankers could well possibly greater impart to, given their age.

Fintech, he said, is "a house the build younger bankers can even save success in pursuing the industry, and in some suggestions, being a occupation banker with 30 years of journey can customarily be perceived as much less invaluable in building relationships."

"A quantity of chums from industry college or numerous contemporaries are those that are leading these corporations," Kroog added. "The skill to join with them, I hang, is basically more straightforward at a imprint level."

One other map is the plan that fintech is increasingly more intersecting with numerous industries, producing enhanced collaboration amongst numerous forms of protection bankers.

"In the final month, I have been in stay client scenarios potentially with every single one amongst our change groups," he said. "Or no longer it has been a undoubtedly active 2021."

Kroog joined Lazard in 2013, after spending time as an partner at Keefe, Bruyette & Woods.

Keith Meyers, Keefe, Bruyette & Woods

Feature: Head of fintech and financial services and products investment banking

Provides labored on: Megalith Monetary Acquisition Corp.'s SPAC acquisition of BankMobile; York Capital's investment in F1 Funds; Sad Knight's acquisition of eMBS

KBW Keith Meyers

Keith Meyers.


When Keith Meyers began out in the house bigger than 20 years ago, fintech modified into as soon as actual is named "transactions processing" and focused mostly on straightforward payments enhancements, equivalent to diverting checks into a digital structure.

"It modified into as soon as a numerous mindset relief then, but over the years, it be continued to evolve and morph into fintech," Meyers truly helpful Insider. "You want to well possibly possibly maintain made it when the industry turns into an abbreviated note all americans can undoubtedly imprint."

Meyers has frolicked as a VP and managing director at Raymond James, and an MD and the head of economic services and products and transaction processing for investment banking at Morgan Keegan & Company. He joined Keefe, Bruyette & Woods in 2016 as a managing director and the head of fintech financial services and products investment banking.

KBW merged with Stifel in 2012, and Meyers and his team work closely with Ben Tompkins and Stifel's global skills neighborhood.

On the KBW aspect, Meyers manages 30 bankers in the US and one other 20 in London who mask financial services and products that must not regulated. That in general contains any company that won't undoubtedly a bank or insurer, he said. The team customarily does around 80 offers a year.

Or no longer it is a mammoth sector to bag discover of, but actual now Meyers is most drawn to pronounce property and mortgage tech, payments, blockchain and cryptocurrency, and


"My role is de facto a facilitator of info between teammates, so I run offers, but more importantly, I join the dots between our bankers internal KBW and Stifel, but moreover our depository team and tech apply," he said.

The heart of his apply is the convergence between banks and fintechs, spending most of his time working with corporations who develop the underlying financial services and products more efficient.

"For those that'll be in a location to imprint the underlying corporations — banks, asset managers, etc. — you are greater geared as much as admire the tech wants of those corporations and how they apply to clients. Then, you need to be in a location to discover disruptive startups in entrance of those banks and services and products," he said.

Jigar Patel, Morgan Stanley

Feature: Head of fintech and digital finance investment banking

Provides labored on: Confirm IPO; Capital One's purchase of ING Roar USA

Jigar Patel, Morgan Stanley.JPG

Jigar Patel.

Morgan Stanley

To Jigar Patel, the skill coursing by plot of fintech represents a "coming of age" for corporations equivalent to Square and Uber, which sit down at the crossroads of tech and finance.

"Or no longer it is a decade-plus in the making, so it be thrilling to imprint all of it advance to fruition at this moment in time," Patel truly helpful Insider.

Patel, who has been a managing director and head of Morgan Stanley's fintech industry since 2018, first joined the company in 2015. He came from Barclays, the build he had been a vice president.

For the interval of his time at Morgan Stanley, Patel has helped financial-services and products corporations elevate bigger than $100 billion in capital.

As he looks to be to be like at the rapid evolving house, section of his pitch to juniors about what makes fintech banking so compelling as an change subset is the tempo of change.

In impart to care for, bankers maintain no longer must maintain an encyclopedic details of your total nuances of how fintech works. As a replacement, it be about being in a location to rupture corporations down into their core substances, equivalent to tool, payments, or e-commerce.

That's how younger bankers can thrive in an change subset that is segmented into even more niche classes that are changing into more advanced your total time.

"Five years ago, all americans could well also maintain said, 'You want to well possibly possibly maintain got to admire payments,'" Patel said. "Now, all americans looks to be going to order, 'You want to well possibly possibly maintain got to admire tool.' Five years from now, all americans could well possibly converse, 'You want to well possibly possibly maintain got to admire decentralized finance.' Or no longer it's being in a location to establish this stuff internal an organization early on."

Matthew Sharnoff, Bank of The USA

Feature: Global head of fintech

Provides labored on: Intercontinental Commerce's purchase of Interactive Recordsdata; TransFirst's sale to Vista Equity Partners; PayPal's acquisition of Bill Me Later

Matthew Sharnoff Bank of America

Matthew Sharnoff.

Bank of The USA

Matthew Sharnoff leads a world team of bankers who specialise in fintech advisory.

Sharnoff joined Merrill Lynch in 2005, and has since was the worldwide head of fintech at Bank of The USA.

The offers that his team handles are worldwide in scope, and Sharnoff has boots on the floor in a total lot of areas, including Level-headed York, London, the Asia-Pacific plan, and increasingly more Latin The USA.

He's enthused by the evolution of the fintech market from what he called the "Fintech 1.0 crowd" — the first generation of corporations working in areas equivalent to payments, market structure, and financial tool — to a more sophisticated and nuanced house.

Now, he truly helpful Insider, it be no longer actual dilapidated fintech corporations leaning into the skill of tech. Varied financial-services and products corporations, working the gamut from insurance to wealth management, are getting in the game.

"Valuations continue to replace at premiums relative to many numerous skills corporations and financial institutions," he said. "As a consequence, we explore many dilapidated financial institutions leveraging the fintech halo, and are transitioning themselves to a more tech-enabled or digital-enabled platform."

Nate Stulman, PJ Solomon

Feature: Managing director and head of fintech

Provides labored on: The transferal of Walmart's $8 billion credit-card industry from Synchrony to Capital One; Gap Inc. on the circulation of its $3.8 billion credit card industry from Synchrony and Visa to Barclays and Mastercard; PayBright's sale to Confirm

Nate Stulman _ PJ Solomon

Nate Stulman.

PJ Solomon

Nate Stulman believes that financial skills is in general a force for betterment in an increasingly more advanced world.

"A quantity of it is around bettering each day Individuals' financial lives and experiences," said the banker, who leads the fintech apply at one amongst Wall Toll road's oldest self sustaining boutique banks. "It's in general a force for actual in phrases of democratizing finance and giving of us tools and details to develop greater financial choices."

Stulman is a barely unusual recruit at PJ Solomon, having joined the company in 2020. He brings a depth of journey accrued at Moelis & Co. and Greenhill & Co., his vulnerable employers.

Even supposing the change has recognized the sure role fintech can play for customers, the house peaceful has some introspection to attain around how fintechs and dilapidated banks will coexist.

"A quantity of fintechs are appropriately realizing that partnering with banks — which, in numerous cases, maintain establish in user bases and undoubtedly good details of credit and numerous main substances of banking — makes numerous sense, and is in general a purchase-purchase," Stulman truly helpful Insider.

The building comes as many user banks face a attain-or-die moment popping out of the pandemic, as they discover the must reevaluate their fintech suggestions.

"The incontrovertible fact that regional and neighborhood banks admire that they must transform themselves in impart to continue to exist, and that fintech partnerships are a phenomenal system to begin up that transformation, is a tailwind for the house," Stulman added.

Ben Tompkins, Stifel

Feature: Managing director for the worldwide skills neighborhood

Provides labored on: PensionBee IPO

Stifel Ben Topkins

Ben Tompkins.


Ben Tompkins brings years of journey in enterprise-capital and investment banking to his role as a managing director in Stifel's global skills neighborhood.

Tompkins bought his begin up in investment banking about two a protracted time ago, spending nearly 15 years as a vice president at Henry Ansbacher & Co. and a managing director at the M&A tech consultant Broadview Global, which Jefferies offered in 2003.

He jumped to the VC world in 2006, first at Eden Ventures. He joined Draper Esprit in 2017.

Stifel lured Tompkins relief into investment banking in November 2020 to hitch its global skills neighborhood, which works with a total lot of tech verticals, including tool, electronics and industrial tech, info superhighway and digital media, and tech-enabled services and products. Tompkins and his team work closely with Keith Meyers and his team at KBW.

"I have been in skills for all of my occupation, but from two numerous instructions," Tompkins truly helpful Insider. "When I modified into as soon as an investment banker in the 1990s, there modified into as soon as a extensive change of tempo in tech that affected many industries. And as a public enterprise and voice investor, I did numerous investing in and around fintech."

The tech voice in Europe over the past 10 years modified into as soon as a mammoth reason Tompkins, who lives in London, determined to advance to the IB aspect of fintech.

"When I modified into as soon as in the starting build an investment banker, all of the particular tech stuff came out of the US," he said. "Europe had repeatedly been a undoubtedly heart-broken cousin in the ecosystem, but in the final 10 years, there is been an enormous maturing of the ecosystem. Folks are now searching to originate extensive tech out of Europe to compete on a world scale with The USA — and with a fifth of the capital."

Tompkins said he is specifically angry about open banking, blockchain and cryptocurrency skills, and in the aid of-the-scenes tools and factors that are key to financial-services and products choices, including cloud tech and greater identification and security tools.

Tommaso Zanobini, Moelis & Co.

Feature: Managing director for fintech

Provides labored on: Wirecard's sale to Banco Santander S.A. and Syncapay; Trebia Acquisition Corp.'s SPAC IPO; Second Measure's sale to Bloomberg

Tommaso Zanobini, Moelis & Company

Tommaso Zanobini.

Moelis & Co.

Tommaso Zanobini has been in investment banking for nearly 25 years, specializing in the tech sector for nearly the full time.

After stints at Lehman Brothers, Jefferies, and Deutsche Bank — the build he modified into as soon as the bank's global head of fintech — Zanobini, who lives in Level-headed York, joined Moelis & Co. as the managing director for fintech in November 2019. At Moelis, the fintech team sits at some level of the M&A neighborhood.

"I purchased to understand plenty of the preliminary corporations that had been based mostly in the starting build of the fintech voice, and as the change has matured, they've was a rising force at some level of the total market," Zanobini truly helpful Insider.

Even after bigger than two a protracted time of staring at the fintech house, innovation is "nowhere end to the build it desires to be" — and that is growing alternatives for disrupters to step in, he added.

"There is a mammoth demand for more efficiency in day-to-day lifestyles," Zanobini said. "All the pieces you attain — from payments to financial exercise, to loans, to insurance, to trading, to transferring money — are all activities that are peaceful in need of a bigger system to characteristic more efficiently."

Funds will relief as a key building block in the house, as successfully as to numerous traits, equivalent to neobanks, machine finding out for underwriting, and improved onboarding of most contemporary clients, Zanobini said.

These enhancements all maintain one thing in fashionable: finding greater suggestions to link financial institutions and the clients they relief.

"On one aspect you maintain gotten financial institutions and insurance corporations, and on the many aspect are merchants and customers," Zanobini said. "How you join the two is the full core of the fintech characteristic."

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