GTM talent nearshoring: why look at LATAM and Europe

For years, many SaaS companies —especially in the United States— looked for their commercial talent only in their own local market. Today that logic is changing: the best talent isn't always in the same zip code, and limiting yourself to a single region means leaving out excellent candidates.

GTM talent nearshoring —adding commercial profiles from regions close in time zone and work culture— has stopped being just a way to save costs and become a strategic decision. We explain why LATAM and Europe are two of the most interesting bets.

What GTM talent nearshoring is

Nearshoring means bringing in talent from nearby countries, instead of doing it only locally or in very distant time zones. Applied to GTM roles —sales, Customer Success, RevOps— it means building your commercial team with professionals from regions that share a time zone and way of working with your operation, even if they're not in your same city.

It's not just about costs

Savings are usually the first thing mentioned, but reducing it to that is a mistake. The real advantages of GTM talent nearshoring are several:

• Talent quality. LATAM and Europe have sales, CS and RevOps professionals with excellent training and experience in demanding markets.
• Time-zone coverage. Adding profiles across different regions extends your team's operating hours and improves response to customers in different zones.
• Access to new markets. Hiring local talent from a region is also a gateway to selling in that region, with the language and cultural context that entails.
• Efficiency. A well-built team in these regions lets you scale faster and more sustainably.

Why LATAM

Latin America has a very solid generation of commercial professionals, used to challenging markets, with great adaptability and, in many cases, bilingual. The time-zone proximity to the United States makes collaboration fluid, without the friction of working across opposite time zones. For a US SaaS that wants to scale its GTM team, it's an enormous and still under-tapped talent pool.

Why Europe

Europe brings professionals with experience in mature markets, a diversity of languages and a strong culture of structured work. For companies that want to expand into the European market —or that already operate there— having commercial talent from the region is a competitive advantage that's hard to replicate from the outside.

How we approach it

We know the commercial talent of both regions up close: where it is, how it moves and what motivates it. That lets us build distributed GTM teams with rigor, choosing the right region for each role according to the market you want to serve and your company's stage.

How we evaluate each of those profiles is covered in: How we evaluate GTM talent

Add the best GTM talent, wherever it is

If you're scaling your commercial team and want to take advantage of talent in LATAM and Europe with a selection made with rigor, let's talk. This article is part of our GTM Recruiting guide

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