Case Study: How SaaS Talent Helped OpenBOM Build and Scale a Quota-Crushing GTM Team in Latin America

We helped them go from zero structure to a fully functioning SaaS sales team that is now consistently generating pipeline, closing deals, and scaling revenue.

The Challenge

OpenBOM had a huge opportunity in front of them:

• 60,000 plus warm leads
• 100 inbound leads per week
• Strong product market fit

But no structured sales team to actually convert that into revenue.

They were trying to figure out:

• How to hire SDRs and Account Executives
• How to structure a SaaS sales team
• How to handle growing pipeline and inbound demand
• How to make their GTM motion predictable

This is where most SaaS companies get stuck.

They have demand, but no system to turn it into revenue.

What We Built

We did not just help them with SaaS recruiting.
We helped them build the entire GTM foundation.

1. Core Sales Team (SDRs + AEs)

We hired:

• 2 SDRs consistently generating meetings with both cold Outreach and within the 60,000+ warm list of inbound leads
• 2 Account Executives running full-cycle sales. Closing business.

One of those AEs was so strong that they got promoted into a VP of Sales role and now operates as a player-coach.

That is exactly what you want when hiring sales talent in a startup.

2. RevOps (Game Changer Hire)

As the team grew, things started to get messy.

Pipeline, data, reporting, forecasting. Nothing was clean.

We introduced the idea of hiring a RevOps professional.

They were open to it. We hired it.

Result:

• Clean dashboards
• Clear reporting
• Predictable pipeline
• Better decision making

This single hire completely changed how the sales team operates. They LOVE this person!

3. Executive Assistant (Leverage for the CEO)

The CEO was overwhelmed.

We placed an Executive Assistant who now supports:

• Calendar management
• Marketing execution
• Content publishing
• Lead flow support

This freed up leadership to focus on growth, not admin.

4. Ongoing GTM Support (This is the real difference)

This is not just “fill roles and disappear.”

We have a 4 person SaaS Talent team supporting OpenBOM:

• CEO level guidance (Michael Bertoni)
• Head of Talent Acquisition
• Recruiters
• Ongoing GTM advisory

We meet regularly.
We refine hiring strategy.
We help improve processes.

This is SaaS GTM recruiting done right.

The Results

Today, OpenBOM has:

• A 6-person core GTM team we helped build
• A 10-person extended team, including our support
• Consistent inbound of ~100 leads per week
• 10 to 30% of those leads converting into real opportunities
• A structured, predictable SaaS sales motion
• A team that is crushing quota and growing

More importantly:

• Revenue is growing
• The team is scaling
• The business is becoming more predictable

Why This Worked

Most recruiting firms focus on resumes.

We focus on building teams.

This is what SaaS hiring should look like:

• Hiring SDRs who can actually generate pipeline
• Hiring Account Executives who can close
• Hiring RevOps to make everything scalable
• Supporting founders beyond the hire

That is the difference between:

“We filled roles.” Vs “We built a revenue engine.”

What This Means for SaaS Founders

If you are a SaaS startup or scale-up, this probably sounds familiar:

• You have leads, but not enough revenue
• You are hiring, but it feels random
• Your sales process is not predictable
• Your team is growing, but things feel chaotic

That is a talent problem. That is a GTM hiring problem.

How We Help

At SaaS Talent, we specialize in:

• SaaS recruiting
• SaaS hiring strategy
• GTM recruiting
• Hiring SDRs and Account Executives
• Hiring RevOps leaders
• Building full SaaS GTM teams

We help startups and scale-ups:

• Hire better sales talent
• Build structure faster
• Turn pipeline into revenue

If you are trying to figure out how to scale your sales team, what is the one role you know you should have hired already but have not?

Connect with Michael C. Bertoni on LinkedIn. If you would like to learn more about how SaaS Talent can help you scale your business, set up a Free Strategy Session with us by clicking here, or set up a meeting using the calendar below.