The Wingmans Special: What's next for markets?

FinTech Innovation, AI and Trading Technology

In this unique episode of FinTech Focus TV, hosted by Toby Babb, the setting is as memorable as the conversation itself. Filmed at Wingman’s in Soho, this is described as the world’s first FinTech podcast recorded over chicken wings, bringing a refreshing and human dynamic to a deeply insightful discussion. Joining Toby is David Perkins, EVP of Growth Strategy at Genesis Global, whose career spans decades of transformation across capital markets, electronic trading, and financial technology.

What unfolds is a conversation that blends humour, personal storytelling, and serious industry insight, offering a valuable perspective on how FinTech, AI, and data are reshaping financial services. For clients and candidates alike within the FinTech recruitment space, this episode provides a clear lens into the skills, trends, and leadership thinking shaping the future of financial technology hiring.

From Voice Broking to FinTech Leadership: A Career Defined by Market Evolution

David Perkins begins by framing his career not as a traditional trajectory but as a “string of jobs,” a phrase that reflects both humility and the dynamic nature of capital markets careers. His journey starts in voice broking at ICAP, moving through roles on the sell-side as a bond salesman and into early adoption of electronic distribution and e-commerce within financial markets.

His experience at institutions such as Goldman Sachs and ABN AMRO places him at the heart of the early 2000s transformation, a time when electronic trading platforms like Tradeweb and MarketAxess were emerging. These platforms fundamentally changed how markets operated, shifting from voice-led execution to digital, data-driven environments.

This transition is particularly relevant for today’s FinTech recruitment market. The evolution from traditional trading roles to technology-enabled positions mirrors what firms are experiencing now with AI and automation. Perkins’ career highlights how adaptability and openness to change are critical traits for professionals navigating financial technology careers.

Electronic Trading and Market Structure: Lessons from the First Wave of Transformation

A key theme in the conversation is the shift from execution-focused trading to a broader understanding of market structure. Perkins explains that early electronification was centred on execution, moving trades onto digital platforms to increase efficiency. However, over time, the industry recognised that true value lies beyond execution.

Pre-trade analytics, post-trade optimisation, and regulatory compliance have become central to how firms operate. This shift has created demand for new skill sets across data engineering, analytics, and compliance technology, all of which are key areas within FinTech recruitment today.

Perkins’ experience running electronic strategy at Tullett Prebon and later TP ICAP demonstrates how firms have had to evolve from voice-based models to hybrid and fully electronic environments. This transformation required not only technological investment but also cultural change, something many financial institutions are still navigating.

For hiring managers, this reinforces the importance of sourcing talent that understands both market structure and technology. The ability to bridge these worlds is increasingly valuable in capital markets recruitment.

The Rise of FinTech and the Power of Networks in Driving Growth

After leaving TP ICAP, Perkins transitions into advisory and consulting, working closely with FinTech firms to refine their go-to-market strategies. A central insight from this phase of his career is the importance of networks in accelerating growth.

He describes how many FinTech companies struggle not because of weak technology but because they are engaging with the wrong stakeholders. Identifying the right decision-makers within large financial institutions can significantly reduce sales cycles and improve adoption rates.

This is a critical takeaway for both FinTech founders and recruitment professionals. Hiring individuals with strong industry networks and deep domain expertise can be the difference between success and stagnation. In a competitive market, relationships remain one of the most powerful assets a business can have.

Perkins’ work also highlights the importance of aligning product capabilities with client needs. Many firms develop innovative solutions but fail to communicate their value effectively. This creates opportunities for commercial talent, particularly those with a blend of technical understanding and sales expertise.

AI in Financial Services: Opportunity, Misconception and Strategic Adoption

Artificial Intelligence is a central theme throughout the episode, and Perkins offers a balanced perspective on its impact. Rather than framing AI as a threat, he positions it as an augmentation tool that enhances human capabilities.

He draws parallels between the current AI wave and the early days of electronic trading, suggesting that firms face a similar choice: embrace the change or risk falling behind. However, he also highlights a key challenge. Many organisations are eager to adopt AI but lack clarity on how it should be used.

This insight is particularly relevant for FinTech hiring. The demand for AI engineers, data scientists, and machine learning specialists continues to grow, but success depends on having a clear strategy. Businesses need professionals who can translate AI capabilities into practical applications, rather than simply implementing technology for its own sake.

Perkins emphasises that AI’s effectiveness is fundamentally dependent on data quality. High-quality, well-structured data is essential for generating meaningful insights, making data engineering and governance critical areas of focus for financial institutions.

For recruitment leaders, this underscores the importance of sourcing talent across the entire data lifecycle, from data architecture to analytics and AI implementation.

Blockchain, Digital Assets and the Future of Post-Trade Infrastructure

Another significant topic discussed is the resurgence of blockchain technology within financial services. Perkins notes that interest in blockchain often correlates with the performance of digital assets, but the underlying technology is increasingly being recognised for its practical applications.

He highlights post-trade processes as a key area where blockchain could deliver value. Immediate settlement and improved collateral efficiency have the potential to transform how markets operate, reducing costs and increasing transparency.

However, he also acknowledges the challenges. Implementing blockchain solutions requires industry-wide collaboration, which can be difficult to achieve. The complexity of financial markets means that change is often slow, even when the benefits are clear.

This creates opportunities for FinTech firms that can navigate these challenges and deliver scalable solutions. It also drives demand for professionals with expertise in blockchain, digital assets, and regulatory frameworks.

For firms looking to hire in this space, understanding the balance between innovation and practicality is essential. The most successful candidates will be those who can bridge technical knowledge with real-world application.

The Buy vs Build Debate in Financial Technology

A recurring challenge for FinTech companies is convincing large institutions to adopt external solutions rather than building them in-house. Perkins explains that many firms have strong internal technology teams that are motivated to develop their own systems.

This creates a barrier for FinTech vendors, who must demonstrate not only the effectiveness of their solutions but also the value of leveraging external expertise. The decision often comes down to speed, cost, and the ability to deliver specialised capabilities.

Perkins argues that financial institutions should focus on partnering with domain experts rather than attempting to build everything internally. The complexity of modern financial markets requires specialised knowledge, and external providers often have a deeper understanding of specific challenges.

This debate is highly relevant for FinTech recruitment. As firms evaluate their build vs buy strategies, the demand for both in-house technology talent and external partnerships continues to grow. Recruitment strategies must reflect this dual approach, ensuring access to the right skills across both areas.

The Evolving FinTech Talent Market: Skills, Roles and Future Demand

Throughout the conversation, there is a clear link between technological innovation and talent demand. The FinTech sector is experiencing a shift towards roles that combine technical expertise with commercial awareness.

Perkins highlights the importance of resilience and adaptability for professionals in this space. Building a FinTech business requires persistence, as sales cycles can be long and rejection is common. This reinforces the need for individuals who are both technically skilled and commercially minded.

The discussion also touches on the growing importance of go-to-market roles. As FinTech companies scale, the ability to effectively communicate value and engage with clients becomes critical. This has driven increased demand for sales and marketing professionals with a strong understanding of financial technology.

From a recruitment perspective, this creates opportunities across multiple disciplines. Data engineers, AI specialists, product managers, and commercial leaders are all in high demand, reflecting the multifaceted nature of FinTech businesses.

For organisations looking to hire, partnering with a specialist FinTech recruitment firm like Harrington Starr ensures access to talent that aligns with these evolving requirements.

FinTech Growth Strategy and the Importance of Domain Expertise

A key takeaway from the episode is the value of domain expertise. Perkins emphasises that understanding the nuances of financial markets is essential for building successful FinTech solutions.

While large technology providers such as Google, Amazon, and Microsoft are making significant investments in financial services, Perkins suggests that they may lack the deep domain knowledge required to fully address industry-specific challenges.

This creates opportunities for niche FinTech firms that combine technical innovation with market expertise. These companies are often better positioned to deliver solutions that meet the specific needs of financial institutions.

For recruitment professionals, this highlights the importance of sourcing candidates with both technical and industry knowledge. The most valuable talent is often found at the intersection of these two areas.

A Human Approach to FinTech Conversations: Why This Episode Stands Out

Beyond the insights, what makes this episode particularly engaging is its format. Recording a FinTech podcast over chicken wings adds a layer of authenticity and relatability that is often missing from industry discussions.

The informal setting allows for a more natural conversation, where complex topics are explored in an accessible way. This approach aligns with the broader shift in content consumption, where audiences are increasingly drawn to authentic, unscripted interactions.

For Harrington Starr and FinTech Focus TV, this format reinforces their position as a leading voice in the industry. By combining thought leadership with engaging content, they continue to build a platform that resonates with both clients and candidates.

The Future of FinTech, AI and Capital Markets Hiring

As the episode concludes, the overarching message is clear. The FinTech industry is at a pivotal moment, driven by advancements in AI, data, and blockchain. These technologies are reshaping how financial markets operate, creating both challenges and opportunities.

For businesses, the ability to adapt and embrace change will be critical. For professionals, continuous learning and flexibility will be essential for staying relevant. And for recruitment firms, understanding these trends will be key to connecting the right talent with the right opportunities.

Harrington Starr remains at the forefront of this evolution, supporting clients across FinTech, financial services, and capital markets in building high-performing teams. As the demand for specialised talent continues to grow, the insights shared in this episode provide valuable guidance for navigating the future of financial technology recruitment.

This conversation with David Perkins is not just a reflection on the past but a roadmap for what lies ahead. From electronic trading to AI-driven innovation, the journey of FinTech continues to accelerate, and those who embrace it will be best positioned to succeed.