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Case Study · SaaS Utility

How a SaaS Utility Company Built a 50-Person BDR Team in Mexico and Saved $1.6M Annually

A US-based SaaS utility company scaled a nearshore BDR team in Mexico — hiring 50 business development representatives in Guadalajara and saving $1.6M in annual payroll compared to US-based hiring.

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ClientUS-based SaaS utility company
IndustrySaaS / Utility
FunctionSales / Business Development
Hiring ModelNearshore — Guadalajara, Mexico

The Challenge

A SaaS utility company had early traction and needed to scale outbound sales quickly. They made a strategic decision to build their sales team in Guadalajara, Mexico, but faced several key challenges:

  • Building a high-volume BDR team fast enough to support growth
  • Maintaining consistent quality across outbound efforts
  • Structuring a scalable hiring model, not just filling individual roles
  • Keeping costs under control while scaling aggressively

They needed more than recruiting — they needed a repeatable system for growth.

50
BDRs to hire — first 10 delivered in under 30 days to validate the model
High-volume outbound hiring in a new geography required more than a standard recruiting playbook.

They needed more than recruiting — a repeatable system for growth — that could scale from 10 hires to 50 without losing quality or consistency.

The Solution

We partnered with the client to build and scale their BDR function from the ground up. Our approach focused on both execution and strategy:

  • Rapid sourcing pipelines tailored for outbound sales roles
  • Local recruiting support in Mexico to validate communication and sales ability
  • Screening focused on cold calling, objection handling, and meeting setting
  • A structured hiring process designed to support continuous onboarding

We delivered the first 10 BDRs in under 30 days, allowing the client to validate the model quickly. From there, we became a strategic partner — helping them scale hiring in structured waves, maintain consistency across cohorts, and build a repeatable outbound hiring engine.

$32K
Saved per BDR annually vs US-based hiring
Rapid sourcing pipelines × local Mexico recruiters × outbound-specific vetting × structured cohort onboarding.

The Results

The client took early traction and expanded aggressively, using outbound as a core growth driver — with a hiring model built to scale to 100 BDRs.

50
BDRs placed
$1.6M
Annual payroll savings
$32K
Savings per BDR vs US
<30 days
First 10 hires delivered
  • Scalable cohort-based hiring model in place to grow to 100 BDRs
  • Consistent quality maintained across all outbound roles
  • Repeatable hiring engine that supports continuous onboarding

Building a Nearshore BDR Team in Mexico: What This Case Proves

This case highlights why companies are building outbound sales teams in Mexico:

  • Lower cost per hire compared to the US — ~$32K saved per BDR annually
  • Strong pool of bilingual sales talent with proven cold-calling ability
  • Cultural alignment with US-based teams and time zones
  • Ability to scale outbound operations quickly and predictably

For outbound-driven companies, Mexico offers a repeatable and scalable model for building BDR and SDR teams. If you are looking to hire outbound sales representatives in Latin America, learn how NBS builds high-volume sales development representatives teams across the region — or get in touch to discuss your hiring plan.

Your outbound team, built nearshore

Ready to Build Your BDR Team in Latin America?

If you are looking to scale outbound sales with speed and cost efficiency, Latin America offers a proven and scalable model for BDR and SDR hiring.

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