Salto Revenue & Funding (2024)

Salto generated an estimated $15M in annual revenue in 2024.

Salto recorded its first paying customer in Q1 2021 and, as of the November 2021 interview, had approximately 10 paying customers. The host noted that the company was operating below a $1 million annual revenue run rate at the time of the interview, a characterization Schnaider did not dispute, though he stated the actual figures were higher than the host's back-of-envelope estimate and declined to provide a precise number.

As of November 2021, Salto had approximately 10 paying customers, all acquired after Q1 2021 when the company recorded its first paying customer. Schnaider noted the company was also working with a broader set of tens of customers in various stages.

Pricing starts at approximately $10,000 per year, which Schnaider described as the entry point, with contracts potentially reaching hundreds of thousands of dollars annually. The pricing model is structured around the number of SaaS interfaces connected, the number of administrators or developers using the platform, and the feature tier selected. A free tier covering most platform features was launching at the time of the interview, and an open-source version is available for self-hosted deployments. Customer count for the free tier was not available given the recency of the launch.

Salto generates revenue through annual SaaS subscriptions, with contracts starting at approximately $10,000 per year and scaling based on the number of SaaS tool interfaces, users, and features a customer activates. The company's expansion model is built into its architecture: a customer might begin with NetSuite and one administrator, then add Salesforce, additional users, and eventually other tools such as Jira.

The go-to-market strategy operates across three tiers: an open-source self-hosted version, a free managed-service tier with most features included, and a paid SaaS tier. The free tier was launching at the time of the interview, and free-to-paid conversion data was not yet available. Gross margin, burn rate, runway, churn, net revenue retention, LTV, CAC, and profitability were not discussed in the interview.

Schnaider described the company's fundraising as oriented toward securing the capital and relationships needed to compete for talent and customer attention in a competitive market, rather than toward near-term profitability. The company was explicitly pre-profitability at the time of the interview, with revenue below $1 million and the paid customer base only a few months old.

Salto had 46 employees as of November 2021, of whom approximately 30 were engineers. The company recruits in Israel, where it is headquartered, as well as in the San Francisco Bay Area and elsewhere in the United States. Schnaider cited competition for engineering talent in Israel as one of the primary reasons for the scale of the company's fundraising.