Bryan Mullins
VP - Business Development, Head Of New Partnerships
Chatham,NJ
Summary
Accomplished business development and enterprise sales leader with a 25+ year background in banking and fintech, demonstrating a proven track record of driving growth and innovation. Expertise across both consumer and commercial segments with deep product knowledge spanning lending, payments, cards, and trade finance, complemented by a strong foundation in strategic planning and commercial negotiations. Skilled in fostering executive-level engagements that cultivate lasting partnerships and deliver exceptional results.
Overview
2027
2027
years of professional experience
Work History
VP - Business Development/Head of New Partnerships
WebBank
Summit, NJ
2022 - Current
- Team lead responsible for generating all new-to-bank enterprise relationships for lending and card BaaS solutions primarily in the fintech space, with over $175mm in revenue closed to date
- Managed GTM strategy and all phases of sales lifecycle across prospect identification and outreach, initial due diligence, deal solution and structuring, pricing, and term sheet negotiation
- Developed and executed a comprehensive outbound program to expand lead generation and grow pipeline by ~ 25% (400 prospects engaged annually)
- Restructured inbound deal process across multiple verticals including VC's, PE firms, specialty finance companies, card networks, and various technology platforms to drive new referral opportunities by 15-20%.
- Performed in-depth target market plans across verticals and products (e.g. SME/B2B, vertical SaaS, retail point-of-sale/purchase financing, crypto / digital assets)
Chief Operating Officer and Head of Strategy North America
Citigroup, Treasury and Trade Solutions (TTS)
New York, NY
01.2014 - 2022
- Front office COO / Strategy Head of the TTS North America franchise (~$3B annual revenue) supporting large institutional clients across the corporate, FI, and public sectors with solutions for corporate payments, deposits, commercial cards, and lending/financing
- Managed team of 7 staff responsible for strategic planning / budget, client / sales growth initiatives, digital transformation investments, executive level business reviews, performance scorecards, and organizational design
- Led multiple sales initiatives including target market expansion to drive $300MM+ of new annual revenue and a West Coast growth plan focused on the Technology / E-Commerce sectors, accounting for $150MM of incremental global revenue across 120 target clients
- Drove sales management processes including client pricing / deal reviews, lending cross-sell and returns reviews, client contract negotiations, competitive benchmarking, sales team performance goals, and wallet share analysis to drive new revenue streams
- Completed partnership agreements and negotiated commercial terms for the usage of the TTS platform by clients of adjacent Citi businesses representing over 3,000 clients
North America Region Product Head
Citigroup, Global Investor Services
New York, NY
01.2012 - 01.2014
- North America Region head of Institutional Portfolio Services ($22M annual revenue), a collection of post-trade capabilities for asset management, hedge fund, and private equity clients, representing over $500B in AUM
- Drove annual product revenue growth of +26% and operating margin growth of +28% over two years
- Completed multiple large outsourcing transactions representing $42B in AUM and $6MM in annual revenue
- Led all client deal pricing activities, working jointly with Sales, Operations, and Technology partners to prepare financial models and client profitability reviews to evaluate new business opportunities of up to $32MM in annual revenue (90+ deals)
Vice President, Strategy & Planning
Citigroup, Global Transaction Services (GTS)
New York, NY
01.2004 - 01.2006
Assistant Vice President, Product Manager
Citigroup, Smith Barney
New York, NY
01.1999 - 01.2004
Education
Bachelor of Arts - Business Administration
Muhlenberg College
Allentown, PA1999
Skills
- Business development / partnerships
- Deal structuring and negotiation
- Strategic planning
- Executive / C-suite communication
- Commercial and consumer banking
- Credit / lending payments
- Digital assets stablecoins
Timeline
Chief Operating Officer and Head of Strategy North America
Citigroup, Treasury and Trade Solutions (TTS)
01.2014 - 2022
North America Region Product Head
Citigroup, Global Investor Services
01.2012 - 01.2014
Vice President, Strategy & Planning
Citigroup, Global Transaction Services (GTS)
01.2004 - 01.2006
Assistant Vice President, Product Manager
Citigroup, Smith Barney
01.1999 - 01.2004
VP - Business Development/Head of New Partnerships
WebBank
2022 - Current
Bachelor of Arts - Business Administration
Muhlenberg College