The game of fintech in our globalized world keeps moving fast and remains high-stakes. Here, innovation is the only constant. That is why only those leaders succeed who are created in the crucible of challenges. A central figure in this financial revolution is Rob Gatto, an experienced technology executive and the company’s first Chief Revenue Officer (CRO) at Paysafe. Joined in July 2022, Rob was appointed to lead the global expansion of the company’s high-growth sectors of gaming, travel, entertainment, and digital assets.
With over 30 years of experience, Rob is an expert in delivering transformational growth and shaping go-to-market strategies for organizations of any size. His career is a testament to his ability to build fast-growing organizations that have led to successful IPOs or have been acquired by some of the largest technology companies in the world, specifically IBM, Oracle, and Adobe. His depth of expertise includes, but is not limited to, sales, marketing, business development, and corporate strategy. There is no question that Rob is a powerful force in the space.
Prior to joining Paysafe, Rob was a co-founder of Ureeka Inc., which was a community dedicated to helping small businesses grow in hyper-growth. Also possessing senior leadership roles at swiftly growing, high-performing technology companies, including TubeMogul, NeuStar, and PointRoll, Rob honed his leadership. Before that, he had been a graduate of Northern Illinois University. And during his entire professional journey, his commitment remained as one with relentless innovation and strategic brilliance, making him one of the most thought-inspiring leaders in shaping the future of fintech today.
Beginning of a Masterclass
Rob’s career is a masterclass in building and scaling businesses, a journey that has prepared him for the pivotal role he now holds at Paysafe. With over two decades of experience, he has led a variety of software companies, from small startups to large-scale organizations. His passion has always been for “building go-to-market strategies and cultivating strong client relationships.”
The Power of Passion and People
Rob describes his career as a constant evolution, where he transformed fragmented, product-specific sales teams into unified go-to-market functions. He found a natural fit at Paysafe due to its broad functionality across various payment types and diverse geographies. What truly energizes him, however, is the “evolving intersection of software and payments,” a space where he has spent considerable time and continues to find compelling.
A People-First Philosophy
Rob’s leadership is defined by two core principles that have guided him throughout his career. First is the unwavering belief in investing in people. He contends that building, growing, and maintaining a strong team is the key to success in any business. He strives to provide an environment where employees can learn and grow both personally and professionally.
His second principle is the importance of coaching and mentoring. He understands that while everyone wants to grow professionally, it is incredibly difficult to manage a career and balance it with a personal life without strong guidance. Rob sees his role as not just a leader, but as a mentor, empowering his team to navigate their professional journeys with confidence and purpose.
A Clear Vision and a Powerful Strategy
Rob’s vast experience in building and transforming companies has provided him with a clear vision and a powerful execution strategy for Paysafe. He has drawn on his past successes to rebuild Paysafe’s go-to-market function, shifting from a collection of siloed product sales groups to a unified team. This strategic move has been highly effective, leading to a threefold increase in the size of the sales staff while simultaneously boosting the productivity of each representative, which has reignited growth at the company.
A Global Leader in Digital Commerce
In the highly competitive fintech landscape, Paysafe’s offerings stand out due to their ability to deliver tailored, secure, and versatile payment solutions on a global scale. Rob highlights Paysafe’s commitment to compliance with local regulations and its efficient, innovative approach. The company’s diverse solutions include card acquiring, alternative payment methods like eCash and digital wallets, and cross-border payments.
Paysafe’s dedication to understanding consumer behavior is evident in its ““ survey, which gathers insights from over 14,000 consumers. The survey’s findings underscore the growing demand for Paysafe’s products, with 32% of consumers using digital wallets more frequently than a year ago. “This underscores the demand for our products like Skrill and Neteller. As a payment processor, we serve high-growth sectors like iGaming and e-commerce, where our survey found that 43% of consumers abandon carts if their preferred payment methods are unavailable.” Rob also points to Paysafe’s early adoption of and investment in AI technology, which has been integrated throughout the organization. This focus on flexibility, security, and innovation is what truly positions Paysafe as a trusted leader in digital commerce.
Serving Global Industries and Regions
At Paysafe, Rob says that their global footprint allows them to serve a wide range of industries and regions, each with distinct financial needs. As CRO, he ensures their business development strategy supports market-specific demands. This includes enabling capabilities like cross-border payments, multicurrency transactions, and seamless usability. These features are essential for many of their clients operating internationally.
When he arrived, they were a product-oriented GTM team. Each product had its own seller and infrastructure. “We have completely rebuilt our GTM and are now organized by vertical, with each rep selling all Paysafe products to each merchant.” This allows them to truly understand each client’s goals and needs and tailor a solution specific to them within the vertical in which they reside.
Innovation is a cornerstone of Paysafe’s growth strategy, driving both product development and customer experience. As CRO, Rob ensures that their investments in emerging technologies, such as AI, and their products, such as Skrill and Neteller digital wallets, eCash solutions like PaysafeCard, and payment processing, are business relevant and strategically aligned. “These innovations allow us to deliver secure, intuitive, and inclusive platforms tailored to the evolving needs of our clients.”
They also leverage technologies to enhance payment security and simplify cross-border transactions. Through strategic partnerships and selective acquisitions, they expand their capabilities and maintain compliance with global standards while sustaining long-term growth.
Creating a Culture of Empowerment
As a Paysafe leader, Rob fosters agility, accountability, and innovation by building an environment where his team feels empowered and aligned with their goals.
For agility, he emphasizes open communication and very clear targets. Regular check-ins help them identify challenges, adjust priorities, and respond effectively to market shifts.
“Accountability is grounded in clarity and trust,” adds Rob, who sets measurable goals that show his team’s performance, and from there, they improve efficiency. He gives team members ownership of outcomes. They review progress transparently, recognizing successes and addressing setbacks constructively, which builds responsibility.
“Innovation is Our DNA”
Innovation is embedded in daily work. Rob encourages the team to offer their clients the best they can, pursue efficiencies, and explore ideas that deliver tangible value. Collaboration across functions sparks creativity, and outcomes are measured by impact on processes, controls, and growth. This keeps innovation practical, sustainable, and aligned with strategy.
Balancing operational excellence with digital transformation requires a disciplined yet forward-looking approach. At Paysafe, Rob reveals that they drive efficiency by consolidating processes at a global scale, streamlining operations across markets while maintaining agility. Platforms like Salesforce’s CRM are instrumental in this effort, enabling them to unify data, automate workflows, and enhance efficiency across the company.
Embracing AI-powered Cybersecurity
Simultaneously, they embrace AI adoption to fuel innovation and elevate customer experience. “From custom offers that embed our clients’ graphic elements, AI empowers us to stay ahead in a competitive front.” By integrating transformation into their operational DNA, Rob and the team ensure scalability, resilience, and continuous improvement without compromising performance.
“As digital payments accelerate globally, we are closely watching the rise of real-time transactions, AI-driven fraud prevention, and the integration of payments into everyday platforms.”
Tap-to-pay is expanding quickly, with 32% of consumers now using wearables such as smartwatches, according to our 2024 Inside the Wallet report. This shift requires investment in contactless technology to ensure seamless and secure transactions.
A phone-first mindset is also key, with 54% of global consumers expecting mobile wallets to dominate payments within the next decade. Rob informs that they are investing in mobile-initiated transaction capabilities to meet this expectation, particularly among younger demographics.
Security remains paramount, with 54% of consumers prioritizing it in payment choices.
Creating a Safe Fintech-ed Future
Innovations like digital wallets, stablecoins, and blockchain-based settlement are reshaping how money moves across borders. “For us, the future of fintech will be defined by speed, intelligence, and accessibility, but also by the need to balance innovation with robust governance, security, and compliance.”
Compliance with global standards is non-negotiable. Paysafe relies on robust cybersecurity and compliance by strategically allocating resources to maintain trust and security across its services, he adds.
Paysafe utilizes AI-driven fraud detection systems that analyze transactions in real-time, reducing risks while maintaining seamless user experiences.
By fostering a culture of growth, innovation, and compliance, Paysafe protects merchants and consumers, reinforcing its reputation as a trusted fintech leader.
Offering Expert Advice
In his advice to aspiring professionals who aim to make a mark in fintech or digital payments, Rob says to be their own chief learning officer. Knowledge and expertise are how differentiation occurs. “Learn how to create and nurture your brand. Always think about how you can add value to the organization and the teams you work with. I spend much time mentoring people in the early stages of their careers, helping them understand what type of environment do they like to work in, how can they be visible and effective in that environment, how can they build network as people travel in packs and it’s important to a value add in any network of people; how can they build their brand, how can they add value and be “seen” by the organization. As a final advice, it is important to continue to put yourself in the right environment for your success, then spend the time to build your brand and add value to the groups of people you work with.”
