Nathan Wiesenfeld


  • Increased revenues in the U.S business from $90million to $300million and achieved consistently leading market share and rankings across a sample of relevant 3rd party industry surveys (Greenwich; McLagan; Institutional Investor). European revenues increased from $25million to $125million
  • Grew U.S. middle market institutional sales force from 35 to 55 over 4 year period through combination of hiring (internally and externally), firing, mentoring/promoting. Separately, European sales force expanded from six to thirty brokers. 
  • "Reopened" the Canadian Equities business increasing revenues from ~$2million to a run rate of $17million; Lead the team which secured Lehman's Toronto Stock Exchange (TSE) license and established a LEH Canadian broker/dealer.
  • Introduced and lead-managed several extensive technology platforms including:
    • a significantly enhanced client counterparty risk assessment protocol for hedge funds used on a Firm-wide basis;
    • participated as part of a small team of senior managers which created a comprehensive multi-product, multi-sales force revenue attribution technology implemented across the Equities Division globally and used as the primary basis for compensation allocation .
  • Lead dramatic transition of U.S. middle market sales force from a narrowly focused research sales organization to a division-leading multi-product sales force selling cash, volatility, programs, swaps, electronic, algorithmic trading and prime broker.   
  • Created a comprehensive payout structure for brokers in U.S. and Europe focusing on institutional clients and encompassing a broad spectrum of equity and fixed income products.   
  • Started and staffed a U.S. Account Management group and corresponding MIS and technology solutions (scorecards; CRM) crucial to successfully transitioning Lehman from an execution focused client business model to a much more robust client facing culture. 
  • Took the lead and worked extensively to create Lehman's industry leading resource allocation model encompassing client research access, syndicate allocations, application of principal capital, etc.
  • Extensively involved in recruiting, corporate citizenship initiatives and mentoring as a Leader and Facilitator. 


Reside in Scarsdale, NY with wife and two children. Interests include tennis, paddle, golf and skiing. Member, Fenway Golf Club and Fox Meadow Tennis Club.


I have managed and built large sales organizations/businesses. I would characterize my strengths as: strong organizational skills; polished communicator; results oriented; effective partnering skills; proven business builder and leader. Strong business “turn-around” tools/experience. I have also rationalized departments, as needed. Can be a “Mr. fix it.”

Over the course of my tenure at Lehman I was tasked with developing strategic plans to build out the Global Account Management group and to develop the institutional middle market businesses in the U.S, Canada and Europe; both undertakings were highly successful. 


Seeking senior sales leadership or COO role leveraging extensive enterprise management experience, broad Street knowledge, excellent client-facing skills and demonstrated leadership and organizational abilities

Work History

Work History
Oct 2000 - Jun 2008

Managing Director

Member: Global Equities Management Committee; Global Equities Sales Committee; Private Investment Management Executive Committee

Managing Director, Head Institutional Client Group [ICG] (February, 2003 – June 2008)

Managed three equity sales groups focused on the middle market institutional segment and the private wealth management division. Responsible for business unit development, sales management and strategy. Significant focus on hedge funds. Directed 80+ sales people as well as MD-level line managers.

§ Managed total revenues of $725 million across all equity products including cash, 

derivatives, programs, electronic and syndicate

§Directly managed full complement of technology, compliance, legal and operational items

§Achieved four year revenue CAGR of 25%

§U.S. Middle Market Group ranked #1 in McLagan and Greenwich ratings for 3 years

§Ranked #1 in Institutional Investor ratings

 Managing Director, Head Global Account Management (July, 2001 – January, 2003)

Created, staffed and managed a Global team focused on the top 150 Equities Division accounts worldwide.Evaluated account relationships; created model to measure resource allocation and determine account profitability on an individual account basis.Conducted internal and external account reviews and worked closely with senior product managers to create coverage and resource allocation strategies as well as cross-selling initiatives.

Managing Director, Co-Head, Global Equity Syndicate (October, 2000 – June, 2001)

Responsible for order, execution, deal structure, allocation and after-market trading for global Equity Capital Markets group.

Sep 1986 - Sep 2000

Managing Director

Donaldson Lufkin & Jenrette

Member: Banking Review Committee; Equity Capital Commitment Committee

Principal, Managing Director, Head Equity Syndicate (November, 1998 – September, 2000)

Managed Global Equity Syndicate desk.

Senior Vice President, Institutional Equity Sales (August, 1986 – October, 1998)

Senior salesperson in New York covering major accounts in New York, Philadelphia and Baltimore.


Sep 1984 - May 1986

Masters of Business

The Wharton School, University of Pennsylvania
Sep 1976 - May 1980

Bachelor of Arts

University of California, Berkeley