Relentless The Story of deel | Shuo Wang
Jan 8, 2026
Shuo Wang, Co-founder and Chief Revenue Officer of Deel, shares his insights on scaling a global payroll platform from $1M to $1B. He highlights the mission of enabling talent to work anywhere while navigating complex compliance challenges. Shuo discusses the importance of reliable payments, his data-driven sales approach from MIT, and the agility needed during the COVID pandemic. He reflects on the cultural selection of early hires and the power of optimism in driving team success. With a focus on actionable strategies, he explores how remote work created a lasting demand for Deel.
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Global Compliance Is The Core Moat
- Deel's vision is to let any company hire any talent anywhere by solving country-by-country compliance and benefits.
- Building localized entity and compliance data is the scalable moat for global hiring.
Model Sales Quotas From Capacity
- Design sales capacity targets from first principles: meetings per day, conversion rates, and close rates.
- Use that capacity model to set clear AE quotas and hiring plans.
Customer Support Revealed Payment Stakes
- In early days Shuo and Alex handled Intercom support and learned customers relied on Deel for timely pay.
- Users sometimes depended on weekly pay to cover rent and medicine, revealing payments' critical importance.