Episode #33 - Kevin Kilty/Hubpay - From "too early yesterday" to "$100 mm tomorrow" скачать в хорошем качестве

Episode #33 - Kevin Kilty/Hubpay - From "too early yesterday" to "$100 mm tomorrow"

In Episode 33 of ScaleApp Podcasts, Kevin Kilty and I unpack the messy, honest reality of building a cross-border payments platform from the UAE — one of the world’s fastest-growing trading hubs. HubPay is now approaching $10 million ARR (already at a $10mm run rate), profitable, with 58 people across Dubai and London, and a Series B in motion.  Kevin launched HubPay in 2019 with a clear vision: a one-stop-shop for businesses to move money globally — fast, cheap, and simple. The problem? The infrastructure wasn’t ready. Bank APIs, virtual IBANs, regulatory tech — none of it was there yet. HubPay spent two years grinding through $1–2 million ARR while the market caught up. As Kevin says: “50 fintechs came before Revolut with pretty much the same plan. They were just too early.” HubPay nearly was too. But Kevin held on, pivoted from retail remittances to corporate cross-border payments, and when the critical infrastructure came online in late 2024, growth exploded. Now profitable at $10 million ARR (expected Q2), the Series B isn’t for survival — it’s for expansion into the UK, Europe, and Saudi Arabia. Kevin sees $100 million ARR in two to three years. (Disclosure: I am an LP in Emkan https://www.emkan.vc a VC investor in HubPay.)  Favorite Quotes “Timing is everything. We had the right thesis, just the wrong year. Revolut wasn’t the first with the plan — 50 fintechs came before with pretty much the same idea.” “Execution is key. The idea is not quantum computing. But the plumbing behind it? That’s where you earn your stars. The customer demands are relatively simple.   “At first people were getting burned out. You don’t mind working hard. But you get burnt out when you’re working hard and it’s simply not working.” “We are a team, not a family. Your family is with you no matter what. You don’t do a good job, your family’s there. Your team is certainly not — you must execute.” “Three pieces of advice to my younger self: Make the leap earlier. Community is everything. And when you raise money, be way more disciplined in how you spend it.” Key Themes –  Timing is the silent killer: HubPay had the right thesis but launched before the infrastructure existed. Surviving “too early” without burning through capital became the defining test. –  Simple value proposition, brutal execution: Customers want speed, global reach, and fair pricing. Delivering that across borders, regulators, and banks is where the real work lives. –  Team, not family: Kevin runs a flat, execution-driven culture — 15+ languages in the Dubai office, mutual respect, but no room for passengers. –  Financial discipline unlocks optionality: Profitability at $10M ARR on a shoestring means Series B is entirely for growth — UK/European licenses, Saudi expansion, and AI-driven product innovation.