Leading the Way with Sara Naison-Tarajano

 

Leading from Work

 

How did your career develop?

During my senior year of college, I had interviews scheduled at a number of financial firms. My first interview was with Goldman Sachs, and I spent the day meeting more than 15 people. It was an exhausting but invigorating process and I loved the people I met with. When I received a full time offer the next day, I accepted on the spot and canceled my interviews with 12 other financial firms! 22 years later, I am confident I made the right decision, but in retrospect it was certainly a bold one. It also confirms my strong belief in always trusting your instinct. I was able to have an enjoyable senior year without the stress of the interview process.

In the summer of 1999, I started as an analyst in the Investment Banking Division. I then spent nearly a decade in derivatives in the Global Markets Division, before moving to the Consumer and Wealth Management Division, where I sit in my current role. I feel very privileged to have had the opportunity to work in three different divisions at Goldman Sachs and to have developed knowledge of many different products and groups of clients.

What’s the most important career advice you’ve received? 

About ten years ago, a Pine Street coach (Pine Street is a leadership development initiative of Goldman Sachs) told me to "pay attention to the little things". I’ve really taken these words to heart in terms of how I interact with people every day, especially with clients.. My favorite example of this is the last meeting I did at 200 West before the pandemic with a client who had not been to the building in over a decade. When the day of meetings was done, I told him that I would walk him out to which he responded, "you really do not have to." I insisted and proceeded to walk him to his car. In that time, we connected in a really different way. We talked about the meetings, but he also talked about his family and life outside of work, which led to a different type of connection – a more trusting one. In that moment, I think the relationship moved into a new phase and he started to view Goldman Sachs as his trusted advisor. I’m sure this also resulted from the amazing day of meetings and content we provided, but I like to think the walk to the car – a little thing – made a difference.

What is your role at Goldman Sachs, and how do you support your clients?

I am the Global Head of Private Wealth Management (PWM) Capital Markets and Global Head of Goldman Sachs Apex. PWM Capital Markets is responsible for the transactional business across asset classes for ultra-high-net-worth (UHNW) individuals and family offices. Apex is the dedicated family office coverage team that partners with Private Wealth Advisors to deliver a broad suite of investment opportunities and services to the firm’s largest family offices.

How do you lead by example?

One of the most important things I’ve learned in my career is to value people – to appreciate what each person brings to the greater group and listen to their ideas, concerns and objectives. When everyone feels included and valued, it creates a more cohesive environment, as people feel committed to the greater goals of the organization. Nothing makes me happier than observing my team members respect, trust and value one another’s opinions and strengths to maximize the effectiveness of the group.

What are some interesting themes and/or trends that you see in your area of expertise?

Broadly speaking, we have seen a significant shift in the public versus private market landscape as the horizon for investing in a private company has evolved. With companies able to raise record amounts of capital, they are staying private longer. Within the family office community specifically, one of the key things we found through our 2021 One GS Family Office Survey is that family offices tend to be more aggressive in seeking superior returns, but are also more long-term oriented given their lack of defined investing timelines and absence of outside interference. This translates to their significant allocation to alternatives. Furthermore, environmental, social and governance (ESG) has increasingly become top of mind for this client base, with a majority focused on implementing these principles across their philanthropic efforts, workplace polices and investing strategy.

What is your favorite thing about your job?

Connecting with clients. Nothing is more rewarding than developing deep and meaningful relationships with clients. Whether it’s in-person, over the phone or via a Zoom screen, earning the trust of our clients has always been the greatest reward for me. In fact, some of my closest friendships today started off as client introductions years ago.

 

Leading from Home

What advice would you give to your younger self?

Trust your instincts. You were hired – and are here – for a reason. Regardless of how junior you may be, or how new you are to the role, don’t ever doubt the value that you can bring to the table and that gut feeling you have. Looking back, one of the career points I am proudest of is when I took this advice to heart. I had been introduced to a prospective client who was an investor with a fund. He was in his early twenties, straight out of college and just starting his career. His asset base at the time was well below the firm’s minimum but I recognized right away that there was something special about him and the business he was developing, so I decided to nurture the relationship – for many, many years. Fast forward to today, and he is now one of our clients (and a close friend).  When we are on calls together with other colleagues, clients or friend of his he always brings up how our friendship started years ago. I will also add that while a big part of my job has always been quite technical – I do not think we can minimize the importance of a personal connection in effectively covering all types of clients.

How do you find motivation and inspiration?

First and foremost, through my family. As a mother of three daughters, I constantly strive to inspire, motivate and empower them – to show them what it means to be a self-sufficient, independent and strong woman. I also find tremendous motivation in watching people who I’ve mentored have success in their careers. Nothing makes me happier than seeing one of my mentees thrive in their career and knowing I was able to help play a part in that, even if in the smallest way. 

What is one thing you make time for every week?

Putting my children to bed as many nights a week as possible - there is nothing I look forward to more. I love hearing about their days, telling them about mine and occasionally letting them stay up a little bit later than they’re supposed to after much (successful) convincing on their end!

What is your favorite weekend activity?

My absolute favorite weekend activity is finding new adventures for our family. It’s a tradition we started several years ago and my daughters take turns coming up with something new and exciting. Last year, during the height of the pandemic, we came up with a lot of “in-house” adventures, such as recreating favorite restaurants at home. One of my fondest memories was recreating our favorite Chinese restaurant by finding a recipe for the dumplings that we all loved. We discovered videos on YouTube on how to fold our napkins into lotus flowers just like the restaurant. More recently, we tried indoor skydiving for the first time!

How do you stay healthy – mentally, physically or both?

Reading and Peloton! There’s nothing like immersing yourself in a terrific novel. And there's nothing better than a great ride on the bike to help you feel invigorated for the day ahead (or to help distract you after a long day).

What is your favorite book, movie, podcast or artwork?

My favorite book that I read this year is “The Vanishing Half” by Brit Bennett. It’s an incredibly emotional story about two twin girls growing up in the segregated South. It offers powerful insight into the complex concepts of race, identity and transformation.

What is one app on your phone that you can’t live without and why?

Instagram! I love sharing pictures and videos of my three daughters to celebrate big milestones, share everyday moments and simply keep in touch with family and friends. Days and weeks can quickly become hectic and I find it’s a great way to stay connected with the important people in our lives.

Pinterest –  Decorating has always been one of my favorite hobbies outside of work. There’s nothing I love more than browsing Pinterest for new design ideas from decorators I admire and for DIY projects that I can do with my three girls. 

And, of course, Zoom. :)

 

Leading for the Future

How do we provide more leadership opportunities to women in the workforce?

Believe in them – push them outside their comfort zone, but give them the confidence and tools needed to do so. One of my favorite stories is about something that happened more than a decade ago. One of my colleagues, Cristina, and I traveled to Colombia for an institutional client symposium where Goldman Sachs was giving a presentation on the macroeconomic environment. 

Flights were delayed and our economist didn’t make it to the conference. Cristina asked me to do the presentation (in front of 450 people), and I was absolutely terrified. Cristina believed in me more than I believed in myself. She told me I could do it, practiced with me for three hours and built up my confidence. And I did. I was prepared, confident, and that moment showed me how important it is to have colleagues and teammates who believe in you – who trust you more than you might even trust yourself – to get those pivotal opportunities. I think we owe this to all of our people.

What are some of your professional and personal goals?

Professionally, I just reached a significant career goal, which was making Partner. My focus now is to deliver as a Partner for both our clients and the firm. Personally, I was a competitive tennis player in college, so I would love to get back into it, if time ever permits!

What suggestions would you give to women who are starting their careers?

You know more than you think you know. Be prepared, be confident and don’t be afraid to step outside your comfort zone. Oftentimes, you will look back and realize those were the most pivotal and influential moments of your career. Most importantly, trust your instincts – they’re often right!

Where do you see yourself in 5-10 years?

Hopefully still at Goldman Sachs, doing what I love.