Scaling unicorn Pipedrive in Portugal and Estonia

Domain: SaaS

Founded: 2010

Pipedrive logo

The company

Pipedrive is the first CRM platform made for salespeople, by salespeople.

In 2010, Pipedrive’s co-founders set out to build a customer relationship management (CRM) tool that helps users visualize their sales processes and get more done. They knew from experience that in sales, as in life, you can’t control your results but you can control your actions. So, they created Pipedrive around activity-based selling, a proven approach that’s all about scheduling, completing and tracking activities.

Visual pipelines are another example of the sales wisdom they built into Pipedrive, which let you see exactly where each deal stands and have loads of smart and easy-to-use features.

In 2020, Vista Equity Partners, a leading global investment firm that invests exclusively in enterprise software, data and technology-enabled businesses, made a majority investment in Pipedrive.

Pipedrive team

Tech stack

  • NodeJS, ReactJS, Typescript

  • Golang

  • Docker, AWS, MongoDB

The project

We helped Pipedrive to hire engineers in Estonia and Portugal, and collaborated with both recruiters and hiring managers. Both Tallinn and Lisbon markets are quite limited and competitive in terms of engineering talent, especially when we were looking for someone with startup experience. That made us invent new approaches and to think outside of the box. For example, in Lisbon we expanded our search to the areas within 1-2 h of the commute to the office to make sure the candidates will be there for the team gatherings. We also looked for the candidates in other cities willing to move to Lisbon.

Hiring process

🐝 A 30 mins screening call with Bee’s Knees:

  • Pitching Pipedrive to the candidate

  • Questions to the candidate about their experience

  • Questions to the candidate related to their motivation and cultural fit

  • Questions to the candidate related to salary, availability, notice period, relocation if applicable

1️⃣ A call with Pipedrive’s recruiter and a hiring manager

2️⃣ A homework or a live coding session

3️⃣ Interview with an engineering manager or another stakeholder


🎯 Hires: 2

🧑‍💻 Roles filled: JavaScript Engineers (Front End and Back End)

📍 Location: Portugal, Estonia

Client’s feedback

“We've cooperated with Olga and the team on very challenging technical roles in Lisbon. I was so amazed by the amount of high-quality and relevant candidates they provided! Fast and reliable communication on top. Big recommendation from our side, they know what they do.”

Veronika Múčková

Senior Recruiter, Pipedrive

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