In a world where anyone can generate a “perfect” email with AI, does perfection even matter? According to Christopher Gannon, founder of Captivate Talent, what truly matters are the fundamentals: relationships, brand, and aesthetics. In this episode of the Grow Your B2B SaaS podcast, hosted by Joran from Reditus, Chris breaks down how startups should think about hiring go-to-market (GTM) talent, structuring teams, leveraging AI, and expanding into the US. This article summarizes their conversation into clear, actionable insights every founder should know.Key Timestamps

• (00:00) The Perfect Email Myth: Why Human Connection Still Wins

• (00:55) Meet the Masters of B2B SaaS Growth

• (01:31) Why Headcount Won’t Scale Your SaaS Revenue

• (01:51) From Filling Seats to Building a GTM Powerhouse

• (02:10) The Birth of Captivate Talent: A Founder’s Bold Pivot

• (03:33) The $1M ARR Question: When to Hire Your First GTM Pro

• (03:50) The Founder’s Dilemma: Sell It Yourself or Hire Early?

• (04:58) The Brutal Truth About Early-Stage Onboarding

• (05:39) Who Comes First—Sales or Marketing? The Real Answer

• (05:54) Never Outsource Your Superpower

• (07:20) Overhiring vs. Underhiring: The Startup Goldilocks Problem

• (08:16) The Rolodex Trap: Why Big Titles Burn Startups

• (09:22) Forget Titles—Hire for 12-Month Outcomes Instead

• (10:15) Inside the Ideal GTM Team Structure for SaaS Growth

• (11:08) The Secret Weapon: Your Customer Call Library

• (11:39) AI Is Taking Over GTM (But Here’s the Catch)

• (12:11) Beyond ChatGPT: How to Spot True AI Fluency

• (13:48) Reditus Break: The Affiliate Engine Powering B2B SaaS

• (14:11) How to Measure Real AI Impact in Your Workflows

• (15:06) “At the Table or on the Menu?” AI Skills That Protect Your Career

• (15:44) The Truth About GTM Hiring in a Post-Layoff World

• (16:24) Why Relationships Beat Perfect AI Emails Every Time

• (17:44) The Costly Mistake: Hiring an SDR for US Expansion

• (18:10) The Founder-Led Playbook for Cracking the US Market

• (19:09) The Full-Stack Expansion Model Every SaaS Needs

• (20:22) Stop “Testing” the US with One Hire—Here’s Why

• (22:08) PLG vs. Enterprise: When Remote Expansion Stops Working

• (23:33) Why Big Logos Abroad Don’t Impress US Buyers

• (24:24) US to Europe: How to Win with Local Talent and Presence

• (25:29) The Hidden Legal Maze of US Hiring

• (26:26) The Real Cost of US Expansion (and Cultural Fit)

• (28:34) The Culture Clash: Vacations, Burnout, and Commitment

• (29:21) Burn the Boats: The Only Way to Win in the US

• (30:12) The Future of GTM: How AI Is Rewriting Hiring Rules

• (31:16) From 0 to $10K MRR: Discipline Over Everything

• (32:47) From $10K to $10M ARR: Hire Ahead and Pay for Talent

• (36:49) Connect with Christopher Gannon and Captivate Talent