Building a Fintech Marketing Team: From Startup Lead Gen to Enterprise GTM | Michael Treacy, Director of Marketing and Business Development, OpenPayd

Michael Treacy shares how OpenPayd’s marketing function evolved as the company scaled from an unknown FinTech startup to a global payments platform with 1,200+ clients and long enterprise sales cycles. We discuss the shift from early-stage brand awareness and lead generation to building trust and running account-based marketing in close collaboration with sales. Michael explains how he structures the team around two core functions—brand and go-to-market—including product marketing and SDRs, and why customer conversations and event presence remain critical. He also covers hiring for intelligence and drive over pure experience, using tools like Gong to improve feedback loops between sales and marketing, and how to justify long-term investments like proprietary research and events when ROI can take 12+ months.Key topics include:How OpenPayd marketing shifted from brand awareness to ABM Why Michael structured the team around two specific core functions How he hires people with skills that he might not personally have How to justify long-term marketing investmentsAnd a lot more!Useful links:Find Michael Treacy on LinkedIn: https://www.linkedin.com/in/mikeytreacy/Find Araminta on LinkedIn: https://www.linkedin.com/in/aramintarobertson/ Mint Studios website: https://www.mintcopywritingstudios.com/For show notes and more information about guests, head to: https://www.mintcopywritingstudios.com/podcastThis episode was produced by Orama - enterprise fintech podcasts and videos: https://orama.tv/About Araminta Robertson:Araminta is the Co-Director of the fintech Marketing Hub and Founder and Managing Director at Mint Studios, a content marketing agency that helps financial services and fintech companies acquire customers and position themselves as experts with content marketing. She also co-manages the 2,000+ person fintech Marketing Slack group, is the host of the Market Like a fintech podcast and co-runs the fintech Marketing Hub's events and conferences.About Fintech Marketing LabFintech Marketing Lab is a podcast hosted by Mint Studios, a content marketing agency specialized in the fintech and financial services industry. This podcast is where we experiment, explore and break down how fintech marketing actually works in practice. Each episode, our host, Araminta, talks with top fintech marketers about what they’re testing, what they’re learning, and how they’re pushing the boundaries of brand, strategy and team building.Timestamps:00:00 Intro02:17 Marketing to BD Growth03:36 Wearing Many Hats05:21 Customer Conversations Matter06:40 Marketing Team Evolution09:46 ABM and Trust Building14:40 Hiring in the AI Era20:10 Attribution Beyond Lead Source21:36 Aligning Incentives Sales Marketing22:35 Gong Insights For Marketers26:36 AI Content Quality And Differentiation28:34 Becoming A Product Expert33:01 Proving Marketing With Long Cycles