"Tech Finance" with Sasha Orloff: B2B Fintech | AI | Finance Tech E60: Deel's COO on Scaling to $17.3B Valuation (and Where They Go From Here)
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Nov 20, 2025 Dan Westgarth, COO of Deel, shares his expertise in scaling operations that drive a $17.3B valuation and manage payroll across 150 countries. He discusses lessons from his time at Revolut, focusing on first-principles thinking and decentralized decision-making. Westgarth highlights the importance of automation in global payroll and shares strategies for onboarding and customer success. He predicts a future with real-time payroll and fewer vendor dependencies, aiming for a seamless experience for employees and employers alike.
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Human Processes First, Automation Later
- Dan Westgarth argues starting with human-run processes is the fastest route to market for complex integrations.
- Automate later once workflows scale and you understand real edge cases.
Decentralize Authority At Scale
- Decentralize decision-making at scale and empower regional and functional leaders to move quickly.
- Centralize only what's necessary to avoid grinding the organization to a halt.
Prioritize Product Maturity First
- Prioritize bringing new products to maturity: ensure onboarding, margin profile, and customer love before scaling.
- Focus resources on getting products to reliable, repeatable operations fast.