Elliot Luchansky, CFA, Finance Expert in Tacoma, WA, United States
Elliot Luchansky, CFA

Finance Expert in Tacoma, WA, United States

Member since March 25, 2020
Elliot has been a finance executive, investor, and entrepreneur for 15 years. In recent roles as co-founder/managing partner of a PE fund and CEO, COO, CFO, and board member of PE-backed tech companies, he grew EV by an average of 12x ($361 million) and closed 31 M&A deals, working closely with PE firms (Advent) and i-bankers (Goldman Sachs). He has led tech companies with $80 million+ in revenues and 150+ FTEs, and he was CFO of a fintech company with $450 million in revenue and 550 FTEs.
Elliot is now available for hire

Career Highlights

Education

Select Certifications

Case studies

Industry Expertise

Employment

  • Founding Partner

    2020 - PRESENT
    Botanical Capital
    • Led the founding of the Botanical Capital fund and structured the operating agreement.
    • Built financial models for the fund's operations and initial targeted dispensary buildouts.
    • Developed an LBO model for the buyout of a chain of retail dispensaries and associated commercial real estate.
    • Raised capital for a ~$20 million buyout of a dispensary chain (including licenses) and associated commercial real estate.
    Focus areas: Loans & Lending, Credit Underwriting, Modeling, Consumer Packaged Goods (CPG), Risk Management, Investment Capital Raising, Financial Management, Income Statements, Financial Reports, Accounting, Retail & Wholesale, Debt Structuring, Waterfall Modeling, Alternative Investments, Capital Raising, Special Purpose Acquisition Companies (SPAC), Debt Raises, Real Estate, Financial Modeling, Fractional CFO, Consumer Products, Business Strategy, Interim CFO, Forecasting, CFO, Business Models, Pitch Decks, Strategy, Talent Management, Business Planning, Growth Equity, Private Equity, Mergers & Acquisitions (M&A)
  • Chief Executive Officer, Board of Directors

    2015 - 2020
    Cloud X Partners
    • Grew total enterprise value (TEV) 6x to $45 million, representing returns of 3.8x MOIC and a 51% IRR.
    • Overhauled 100% of the leadership team and 80% of the total inherited employee base using topgrading and Predictive Index software.
    • Attracted executives from Intuit, Amazon, Microsoft, Oracle; a CIO of a public company; and a tech sales leader who was generating $100+ million in sales.
    • Compelled new leadership team members to leave high-caliber roles and accept an average cash compensation reduction of 18% in exchange for equity.
    • Raised approximately $4 million in additional/secondary capital through multiple rounds of debt and equity financing to accelerate growth and innovation and extend the runway during a crisis.
    • Drove returns for shareholders of consolidated companies burning $4.8 million in cash on an annualized basis. Set priorities: enhance existing product and launch a new one, realign and expand sales and marketing, and streamline the tech architecture.
    • Led budgeting/forecasting and financial/operating analysis and steered capital raises.
    Focus areas: Loans & Lending, Credit Underwriting, Modeling, Risk Management, Investment Capital Raising, Financial Management, Income Statements, Financial Reports, Accounting, Risk Models, Retail & Wholesale, Debt Structuring, Waterfall Modeling, Alternative Investments, Special Purpose Acquisition Companies (SPAC), Real Estate, Business Strategy, Forecasting, CFO, Business Models, Mergers & Acquisitions (M&A), Market Research, Pricing, Venture Capital, Financial Modeling, Senior Executive Recruiting, Senior Executive Management
  • CEO

    2015 - 2019
    CloudRunner
    • Negotiated a partnership with a highly influential organization in the accounting market to build a SaaS platform that would offer a “tech stack in a box" to accountants and bookkeepers using QuickBooks.
    • Engaged and negotiated a partnership through direct C-suite communications at Okta, the definitive leader in the rapidly growing identity and access management (IAM) market segment.
    • Raised $2 million in growth capital from an existing investor group to fund the launch of a startup product.
    • Built a team of 10 product, design, and engineering professionals based in the Seattle area, along with a dedicated offshore team in Ukraine.
    • Identified a strategic buyer of a pre-revenue product for a $1.25 million purchase price.
    Focus areas: Loans & Lending, Credit Underwriting, Marketplaces, Modeling, Investment Capital Raising, Financial Management, Income Statements, Financial Reports, Accounting, Retail & Wholesale, Debt Structuring, Waterfall Modeling, Capital Raising, Board Decks, Fractional CFO, Business Strategy, Forecasting, CFO, Business Models, Mergers & Acquisitions (M&A), Market Research, Pricing, Venture Capital, Financial Modeling, Cross-selling, Talent Strategy, Talent Management, Sales & Channel Enablement, Strategic Partnerships, Venture Funding, Lean Startups, Agile Software Development, Offshore Team Management, New Products, Product Roadmaps, Product Market Fit, Cybersecurity, Identity & Access Management (IAM), Platforms, SaaS
  • CEO

    2015 - 2019
    iNSYNQ
    • Increased TEV by 8x, positioning the company to trade at a $60 million valuation, up from a $7.5 million TEV at the time of the initial acquisition.
    • Steered a full-scale turnaround, accelerating revenue growth 5x, constituting a 180-degree shift from when the business was acquired and YOY revenue growth had declined 78% over the prior three years.
    • Raised sales closing rates by over 20%, including capturing the largest customer in iNSYNQ's 20-year history by a multiple of 10x. Increased average revenue per new client by 35%.
    • Increased annualized recurring revenue (ARR) by approximately 20% net through an aggressive restructuring to a pricing and packaging model, leveraging market research and econometrics-driven algorithms.
    • Provided pivotal leadership during an exogenous "total loss of capital" type event. Navigated PR and lawsuits, laid off one-third of the workforce, raised $1.5 million in emergency financing, and then successfully exited at around 3x the initial TEV.
    Focus areas: Loans & Lending, Credit Underwriting, Modeling, Investment Capital Raising, Financial Management, Income Statements, Financial Reports, Accounting, Risk Models, Retail & Wholesale, Debt Structuring, Capital Raising, Board Decks, Fractional CFO, Business Strategy, Forecasting, CFO, Business Models, Mergers & Acquisitions (M&A), Market Research, Pricing, Financial Modeling, Cross-selling, Event Marketing, Free Cash Flow (FCF), Cash Management, Cash Flow Analysis, Upselling, Customer Engagement, Customer Development, Customer Service, Customer Support, SEM, SEO Content, Organic SEO, Google SEO, Board Reporting, Board Presentations, Budget Modeling, Budget Management, Capital Budgeting, Budgeting, Organizational Structure, Culture Development, Organizational Design, Headcount Management, Talent Strategy, Talent Management, Communication Strategy, Board of Directors, M&A (Sell-side), Corporate Finance, Sales Operations, Sales & Channel Enablement, Product Sales, Unit Economics, LTV:CAC, Customer Acquisition Cost (CAC), Customer Lifetime Value, Marketing Strategy, Sales Strategy, Cloud Computing, Private Clouds, Go to Market, Sales Compensation Structuring, Compensation, CEO, Pricing Models, Pricing Plans, Pricing Strategy, Senior Executive Recruiting, Senior Executive Management
  • Co-founder, Managing Partner

    2013 - 2015
    Elm Equity Partners
    • Successfully closed two private equity buyouts in the SaaS and cloud computing markets.
    • Designed and implemented a proprietary deal sourcing engine, leveraging a high degree of automation to engage with business owners on a personal level at scale, resulting in 16 high-quality, proprietary acquisition targets.
    • Raised capital from 20+ investors with $4+ billion in collective investable capital. Deployed seed capital to source acquisition targets and fund a 24-month search. Closed two affiliated acquisitions in 16 months, ahead of schedule and below budget.
    • Recruited, hired, and trained 20 analysts to narrow down the search to 10 target markets offering 20+ sufficient acquisition targets with $5-$50 million in revenues, source acquisition targets, and evaluate target acquisitions that gained traction.
    • Received company and industry recognition: named All-Star Fundraiser of The Year, invited to speak at the SuperInvestor PE conference on fundraising, and garnered media coverage from the Wall Street Journal and PE Hub.
    Focus areas: Marketplace Lending, Loans & Lending, Credit Underwriting, Modeling, Risk Management, Investment Capital Raising, Financial Management, Income Statements, Financial Reports, Accounting, Debt Structuring, Waterfall Modeling, Alternative Investments, Wealth Management, Capital Raising, Special Purpose Acquisition Companies (SPAC), Debt Raises, Fractional CFO, Business Strategy, Forecasting, CFO, Business Models, Mergers & Acquisitions (M&A), Market Research, Venture Capital, Financial Modeling, Fund Structure, M&A (Buy-side), Equity Financing, LBO, Deal Execution, Letters of Intent, Term Sheet Negotiations, Deal Sourcing, Seed Fundraising, Fundraising, Private Equity
  • COO and CFO

    2011 - 2013
    Tradeweb Markets (Tradeweb Direct Line of Business)
    • Reversed EBITDA from negative performance to $20+ million, adding $300+ million in TEV.
    • Skyrocketed revenue from $10 million to $82 million, representing a 186% CAGR after assuming a co-lead role and overseeing daily operations, strategic sales, and strategic acquisitions.
    • Turned around Tradeweb Direct. It had been burning $4 million in cash annually and ranked last among four competitors in the niche market of electronic bond trading in the retail investment community.
    • Led all facets of a $220 million acquisition of the largest competitor, owned by private equity firm Advent. Directly managed a team of Goldman Sachs investment bankers and participated in raising $180 million in equity capital.
    • Articulated the strategic direction and guided daily operations while also managing finance, evaluating the competitive landscape, spearheading enterprise sales efforts, launching strategic initiatives, and overseeing all M&A activities.
    • Led all facets of a $10 million acquisition of a financial advisor portfolio analytics software company.
    • Oversaw explosive growth in personnel from 40 to 156 employees.
    • Drove millions of dollars in incremental revenue through cross-pollinating an inter-dealer brokerage (IDB) operation in the municipal bond market with the Tradeweb Direct retail investor-focused liquidity pool.
    • Played a key role in driving an exponential acceleration in organic revenue growth through direct involvement in the sales processes for multiple large custodian clients (e.g., Wells Fargo), negotiating multimillion-dollar, multi-year contracts.
    Focus areas: Loans & Lending, Credit Underwriting, Marketplaces, Modeling, Risk Management, Investment Capital Raising, Financial Management, Income Statements, Financial Reports, Accounting, Risk Models, Waterfall Modeling, Wealth Management, Capital Raising, Debt Raises, Board Decks, Fractional CFO, Business Strategy, Interim CFO, Forecasting, CFO, Business Models, Mergers & Acquisitions (M&A), Market Research, Venture Capital, Financial Modeling, Post-merger Integration, Cross-selling, M&A Earn-out Agreements, Synergy Cost Project Management, System Integration, Software Design, Software, Pricing Software, IT Operations, Operations Analytics, Sales Operations, Go to Market, Market Estimates, Interviews, Headcount Management, Long-term Contracts, Contract Drafting, Sales & Channel Enablement, Channel Optimization, Sales & Marketing, Company Strategy, Strategy, Board Presentations, Board of Directors, Investment Briefs, Deal Advisory, Broker Dealers, Brokerage, Growth Capital Raising, Growth, Deal Execution, Execution, Scenario Analysis, Investment Return Scenario Analysis, Economic Analysis, Capital Markets, Capital Budgeting, Private Capital Markets, Debt Capital Markets, IT Projects, Project Planning, Private Equity Valuation, Equity Valuation, Equity Investment, Equity Capital, Product Market Fit, Executive Presentations, Executive Coaching, Valuation Multiples, Geographic Locations, Regulatory Management, Financial Regulations, Legal Documentation, Cross-functional, Cross-cultural Management, Industry Analysis, Competitive Intelligence, Competitive Strategy, Inorganic Growth, Large-scale Turnaround & Transformation, Turnaround Management, CEO, COO, Chief Strategy Officer, Financial Planning & Analysis (FP&A), Corporate Development, Corporate Finance, Structured Products, Launch Strategy, Credit Investing, M&A Modeling, M&A (Buy-side), Term Sheet Negotiations, Contract Negotiation, Thought Leadership, Leadership Strategy, Talent Strategy, Talent Management, Rapid Development, Cross-functional Team Leadership, Cross-cultural Communication, Partnership Structuring, Sales Growth, Growth Strategy, Compensation, Compensation Plans, Shareholder Liquidity & Succession, Liquidity Events, Fixed Income, Portfolio Analytics, Growth Equity, Investment Banking, Private Equity, Strategic Planning & Execution, Product Strategy, Pricing Strategy, Strategic Partnerships, Senior Executive Management, P&L Management, Sales Planning
  • Global Head of FP&A (Evolved into effectively being the interim CFO)

    2010 - 2011
    Tradeweb Markets
    • Recruited by the CEO to support the global CFO (and later take over most CFO responsibilities) for a global fintech company with $450 million in revenues and 550+ FTEs spread across three continents.
    • Served as the primary IR contact for executives from Goldman Sachs, J.P. Morgan, Barclays, etc.
    • Oversaw the global budget cycle, working closely with the CEO and managing directors leading each line of business, region, and department; established an EBITDA margin of 48%; and drove double-digit YOY organic revenue growth.
    • Played a key role in negotiating and architected the recapitalization of a multi-billion dollar company.
    • Acted as the primary intermediary between the CEO and 12 managing directors globally in terms of budgeting, compensation, financial performance, hiring/firing, equity compensation, pricing, KPIs and dashboarding, and trend analysis.
    • Collaborated with the CTO in managing a $60 million internal technology budget.
    • Structured compensation and incentive programs for over 100 bond traders as well as the T&E budget of more than $10 million. Designed an incentive structure to promote the adoption of a hybrid voice/eTrading platform.
    • Managed the cash position of more than $100 million. Responsible for quarterly multi-million dollar dividend distributions.
    • Implemented a new subscription pricing model to buy-side customers that increased revenue by over $15 million.
    Focus areas: Loans & Lending, Credit Underwriting, Marketplaces, Modeling, Risk Management, Income Statements, Financial Reports, Accounting, Risk Models, Debt Structuring, Waterfall Modeling, Capital Raising, Board Decks, Fractional CFO, Business Strategy, Interim CFO, Forecasting, CFO, Business Models, Mergers & Acquisitions (M&A), Pricing, Venture Capital, Financial Modeling, Structure & Organizational Design, Chartered Financial Analyst (CFA), Capital Markets, Financial Markets, Financial Ratios, EBITDA, Growth Capital Raising, Growth Equity, Equity Financing, Equity, Debt Financing, Debt Issuance, Cost of Debt, Treasury & Liquidity Management, Cash Management, Cost Control, Corporate Governance, Revenue Modeling, Revenue Strategy, Revenue Recognition, Transfer Pricing, Cap Tables, Capital Asset Pricing Model (CAPM), Cost of Capital, CAPEX, Investor Presentations, Risk & Compliance, Contract Negotiation, Projected Cash Flow, Free Cash Flow (FCF), Cash Flow Management, Cash Flow Modeling, Trend Forecasting, Sales Forecasting, Rolling Forecasts, Hedge Funds, Asia-Pacific (APAC), International Expansion, International Development & Economics, Project Management, Project Planning, System Design, Equity Valuation, Equity Capital, Valuation, Senior Executive Recruiting, Tax Audits, Audits, Human Capital Strategy, Capital Structure Optimization, Dividend Policy, Foreign Exchange (FX) Hedging, FX Hedging, Senior Executive Management, Sales Commission Structure, Subscription Pricing, Pricing Strategy, Pricing Models, Price Sensitivity, Sensitivity Analysis, Strategic Initiatives, M&A (Buy-side), Company Research, Financial Analysis, Key Performance Indicators (KPIs), Cross-border Projects, Change Leadership, Team Leadership, Interviews, Cross-functional Team Leadership, P&L Forecasting, P&L Management, Investor Relations, Management Incentive Packages, Incentive Plan Design, Equity Compensation, 409A Valuation, Annual Budgets, Budget Modeling, Budget Management, Capital Budgeting, Financial Planning & Analysis (FP&A)
  • Vice President

    2008 - 2010
    Tradeweb Markets
    • Launched an IDB platform by leading a $65 million acquisition.
    • Grew revenues by around 23% in one quarter by increasing efficiencies with software developed internally to automate the workflows of acquired traders. This represented an increase in market share from zero to around 11%.
    • Led the $85 million sale of a line of business to Thompson Reuters.
    • Negotiated a $20+ million deal with a major financial news provider to monetize market data.
    • Generated $100+ million, representing around $320 million in additional enterprise value, by accelerating expansion into the IDB market through two acquisitions and added efficiencies gained through the development of proprietary software.
    • Led the process of evaluating a multi-million dollar investment to expand into Latam markets.
    • Directed a $1.4 billion restructuring to better align the interests of investors and simplify the ownership structure.
    • Led all facets of a potential $15 million software company acquisition based in Paris and intended to complement Tradeweb's core European offering in the capital markets.
    • Served a key role in a potential hostile takeover acquisition of a publicly traded competitor for approximately $400 million. Navigated poison pill and golden parachute tactics employed by the target.
    Focus areas: Loans & Lending, Credit Underwriting, Marketplaces, Modeling, Risk Management, Investment Capital Raising, Income Statements, Financial Reports, Accounting, Waterfall Modeling, Alternative Investments, Capital Raising, Board Decks, Business Strategy, Forecasting, Business Models, Mergers & Acquisitions (M&A), Market Research, Venture Capital, Financial Modeling, Emerging Markets, Equity Valuation, Private Equity Valuation, Valuation Modeling, Software, Technology, Financial Technology, Cross-currency Swaps, Cross-cultural Management, Deal Execution, Software Design, Team Management, Interviews, Recruiting, Hiring Process Development, Global Strategy, Fixed-income Derivatives, Investment Banking, Executive Presentations, Senior Executive Management, Executive Summaries, Interest Rate Trading, Incentive Plan Design, Recapitalization, Exit Strategy, Strategic Partnerships, Strategic Planning & Execution, Electronic Trading, Debt Capital Markets, Capital Markets, Compensation Plans, Compensation, Board Presentations, Board Reporting, Board of Directors, Comparable Company Analysis, Discounted Cash Flow (DCF), DCF Modeling, DCF Valuation, Valuation, Equity Research Analysis, Equity Research, Competitive Intelligence, Competitive Strategy, Corporate Finance, Growth Strategy, Corporate Development
  • Assistant Vice President

    2005 - 2008
    National Financial Partners (NFP)
    • Participated directly in closing 22 acquisitions, including 12 direct platform acquisitions and 10 add-on acquisitions to existing portfolios, generating $1.1 billion in value and $110 million of EBITDA.
    • Oversaw the acquisition of a regional market-leading insurance brokerage company, adding $40 million in valuation and establishing the highest market share in the Washington, D.C. metropolitan market.
    • Drafted investment memoranda and presented to the investment committee, receiving approval for 22 out of 23 proposed investment opportunities.
    • Interacted directly with the CEO and CFO on a weekly basis, along with the EVP/Head of M&A on a daily basis.
    • Led the recruitment, interview process, and training of two analysts.
    • Participated directly in sourcing 60 investment/acquisition opportunities.
    Focus areas: Marketplace Lending, Loans & Lending, Credit Underwriting, Marketplaces, Modeling, Reinsurance, Risk Management, Investment Capital Raising, Income Statements, Financial Reports, Accounting, Debt Structuring, Waterfall Modeling, Wealth Management, Capital Raising, Board Decks, Business Strategy, Forecasting, Business Models, Mergers & Acquisitions (M&A), Market Research, Financial Modeling, Portfolio Management, Equity Investment, Revenue & Expense Projections, Operating Models, Investment Thesis, Investment Analysis, Investment Briefs, Scenario Analysis, Sensitivity Analysis, Executive Summaries, Executive Consulting, Health Insurance, Life Insurance, Brokerage, Insurance, M&A Pipeline Management, Relationship Management, Relationship Building, Investment Memoranda, Equity Valuation, Investment Banking, Mentorship & Coaching, Executive Presentations, Market Assessment, Market Opportunity Analysis, Market Estimates, Equity Financing, Private Equity, Asset Purchase Agreements, Term Sheet Negotiations, Negotiation, EBITDA, Financial Analysis, Due Diligence, Interviews, Recruiting, Board Presentations, Board Reporting, Board of Directors, Legal Contract Drafting, Legal Structuring, Deal Execution, Deal Analysis, Deal Advisory, Deal Sourcing, Target Sourcing, Investment Committee Advisory, Fundraising

Education

  • MBA in Leadership, Entrepreneurial Finance, and Value Investing
    2011 - 2013
    Columbia Business School - New York, NY, USA
  • Executive Education certificate in Strategic Financial Analysis
    2010 - 2010
    Harvard Business School - Cambridge, MA, USA
  • Bachelor's degree in Managerial Economics
    2001 - 2005
    Union College - Schenectady, NY, USA

Certifications

  • Predictive Index Talent Optimization Leader
    MARCH 2018 - PRESENT
    The Predictive Index
  • Certified Topgrading Interviewer
    SEPTEMBER 2017 - PRESENT
    Topgrading
  • CFA Charterholder
    AUGUST 2010 - PRESENT
    CFA Institute

To view more profiles

Join Toptal
Share it with others