Send us a text. (email us if you need a response) EPISODE SUMMARY In this episode of Wrestling Payments, host Joe Casali sits down with Sarah Stapp, Chief Commercial Officer, and Geoff Scott, Head of Compliance, at Aeropay. Together, they dive into the ongoing push and pull between sales and compliance in the world of pay by bank, exploring how teams can move fast without leaving risk behind. Sarah and Geoff discuss the growth of pay by bank in the United States, noting how new technologies and consumer demands are accelerating change. Sarah explains how sales teams must balance ambition with clear understanding of compliance boundaries, while Geoff shares his approach to building programs that enable innovation without putting the business at risk. They tackle challenges around third-party relationships, prohibited industries, and the tightening regulatory lens following high-profile industry failures. The conversation highlights how the lines between banks and fintechs continue to blur. Both guests agree that effective payment operations depend on collaboration and a willingness to adapt. They close by reflecting on the importance of innovation, the evolving regulatory landscape, and how staying informed keeps both sales and compliance moving forward together. GUESTS-AT-A-GLANCE Name: Geoff Scott What they do: Head of Compliance Company: Aeropay Noteworthy: Geoff brings deep experience in banking and risk management, guiding fintechs through compliance challenges as pay by bank and digital payments evolve. here to find him: LinkedIn Name: Sarah Stapp What they do: Chief Commercial Officer Company: Aeropay Noteworthy: Sarah helps financial institutions strengthen risk management, streamline compliance, and train teams to navigate ACH and payment operations with confidence. Where to find her: LinkedIn KEY INSIGHTS Compliance Enables Growth—If You Build for “Yes” Compliance doesn’t have to mean slowing down new ideas or blocking deals. The most effective compliance programs help operations move forward by focusing on how to reach a safe “yes” rather than defaulting to a hard “no.” This approach starts with clear frameworks, strong collaboration between sales and compliance teams, and early qualification of potential risks. When both sides understand the rules and communicate openly, teams avoid wasting resources on non-starters and instead build processes that let innovation flourish. By getting ahead of gray areas, documenting use cases, and educating everyone involved, organizations can streamline approvals and stay nimble in a changing payments landscape. Compliance, when structured proactively, becomes a business driver—not just a backstop. Payments Innovation Is Driven by Consumer Demand The payments industry constantly evolves because consumers want faster, easier ways to move money. Real-time money movement, instant payouts in gaming, and new payment methods like pay by bank all reflect this demand for speed and convenience. Merchants compete to keep users on their platforms, while financial institutions and fintechs race to roll out new options. This environment rewards those who listen to consumer behavior and adapt quickly. At the same time, teams must balance this pace with compliance and risk management. The firms that thrive are the ones that treat consumers as the starting point for innovation, shaping systems to meet user needs while maintaining clear operational guardrails.
