How Deel Went From $100M to $1B in Three Years
Deel's co-founder and CRO Shuo Wang on going global from day one, running a remote sales team in 120 countries and her hot take that founders need to sell more.
· 3 min read
Shuo Wang, co-founder and chief revenue officer of Deel · Sourcery
Shuo Wang is co-founder and chief revenue officer of Deel, a global payroll and HR platform that helps companies hire, manage and pay workers in 160 countries. Deel is valued at $17.3 billion and has passed $1.5 billion in annual recurring revenue. Wang was born and raised in China, moved to the US at 16 and studied robotics at MIT. She was CTO of her first company, a robotics startup, before co-founding Deel with CEO Alex Bouaziz.
Summary
Wang credits Deel's speed to being global from the start, with its own legal entities and compliance, payroll and tax teams in every country it serves. She treats sales as an engineering problem: understand what customers and salespeople want, then design products and incentives around them. Deel's sales team is fully remote across about 120 countries and gathers once a year to align. Her hottest take is that founders and companies simply need to sell more. These signals are from an interview that Molly O'Shea did with Shuo Wang on Sourcery.
- The Growth Curve. Deel went from $1 million to $100 million in annual recurring revenue in about 20 months. It then went from $100 million to $1 billion in three years and has now passed $1.5 billion. Customers range from ElevenLabs to luxury brands like Chanel and Hermès, plus banks and venture firms. ▶ 0:42
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