The Sales Technology Podcast · David Dulany

Bridging Talent Across Borders: The Future of Remote Work

·30 min·2 clips

Diego argues remote teams should be managed by metrics, rituals, and results, not by watching people all day.

1. The Sales Development Podcast episode centers on The Sales Technology Podcast’s interview with Diego Sternberg about bridging talent across borders and the future of remote work. 2. David Delaney hosts, and Diego Sternberg from Nexton explains the company’s model because he helped build it after studying at Stanford and returning to Argentina. 3. The episode asks how Latin American talent can be connected to U.S. companies when remote work is normal but hiring is still shaped by geography. 4. Diego says he and his friend Agustin started thinking about the future of work in 2015 and decided to connect Latin American talent with U.S. companies. 5. He says their first clients were friends from business school who needed engineers, and referrals became the main source of new business. 6. Diego says the company learned early that quality of service matters because referrals drive growth in a services company. 7. He says remote work became mainstream in 2020, which made it easier to explain overseas teams to clients who once resisted remote hiring. 8. Diego says Latin America’s time zones are practical for U.S. teams, including a four-hour difference with the Bay Area and a one-hour difference with the East Coast. 9. He says the company had to teach clients how to work remotely before 2020, including the processes and mindset needed to manage distributed teams. 10. Diego says the episode’s central sales challenge is pitching Latin America against better-known hiring markets like India and Eastern Europe. 11. He says Nexton uses a calibration process where it shares three resumes with a client so the client can give feedback on talent quality. 12. Diego says some decision makers would never go outside their city, and one recently said he would fire anyone who brought him the idea of hiring outside the office. 13. He says many managers prefer offices because they want visibility, control, and the feeling that people are working. 14. Diego says remote work still has costs, including weaker culture and the loneliness of making sales calls from home. 15. He says sales teams can still be managed remotely through metrics such as call volume, email volume, personalization, and LinkedIn connections. 16. He says engineers are also easier to manage remotely because they already work with standups and sprint planning. 17. Diego says Nexton started with engineers but now also recruits marketing ops, analysts, SDRs, finance people, and accounting people. 18. He says the company built an equipment-delivery solution because new hires need computers and shipping equipment across borders is difficult. 19. The conversation stays practical and conversational, with David pressing on remote-management tradeoffs and Diego answering in a direct, operational style. 20. People hiring distributed teams, remote sales leaders, and Latin America-curious founders will get the most value, while listeners wanting a purely technical engineering interview may skip it.

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