Handsontable builds Handsontable DataGrid, a JavaScript data grid, and HyperFormula, a headless spreadsheet calculation engine. Developers use both to build spreadsheet-like experiences inside their own applications. We sell through a sales-led motion to SMB and Enterprise customers, and we're based in Gdynia, Poland.
Why this role exists
Our sales team is small and runs well. Now we're building the operations behind it: one source of truth in HubSpot, reporting that leadership can act on, and automation that gives selling time back. You'll lead that work.
What you will be doing:
You'll lead Revenue Operations. You set priorities, architecture, and standards, you guide our RevOps automation engineer, and you stay hands-on in HubSpot yourself. You work as the operational partner to the Head of Sales, and your time is split roughly equally between Sales and Marketing. There's no formal team at the start, so you lead through expertise. Line responsibility may follow.
- Funnel, lifecycle, and data. Define lead, deal, renewal, and expansion stages with HubSpot as the single source of truth. Own lead scoring, SQL and ICP definitions, monthly ICP SQL tracking, attribution, data hygiene, and shared lead definitions and routing for Sales and Marketing.
- Reporting, targets, and segmentation. Build reporting and forecasting for pipeline, retention, expansion, and quota attainment. Own customer segmentation, account scoring, territory logic (for example, North America and Europe), and target and quota models.
- Automation and GTM engineering. Own the automation roadmap, from lead handling and handovers to deal and renewal creation and quote-to-cash, and steer the engineer who builds it. Build HubSpot workflows, forms, lifecycle and email flows, and the product trial and quote form yourself where that's faster.
- Pricing and billing operations. Run quoting, payment tools, finance handoff, and license delivery.
- Enablement. Onboard new sales reps into our systems, processes, and reporting.
- Results. Measure selling time recovered, cycle times, and data quality.
What you bring:
- 6+ years in RevOps, Sales Ops, or GTM Ops at a B2B SaaS company
- Deep, hands-on HubSpot experience: architecture, workflows, forms, lead scoring, and reporting
- A track record in funnel analytics and forecasting
- Experience guiding colleagues without formal authority
- The ability to turn business needs into clear specs
- Fluent English
Nice to have:
- Experience selling to developers or other technical buyers
- Subscription billing and payment tools, and usage-based pricing
- SQL or BI skills, workflow automation tools, and practical use of AI in automation
- Experience in a small, fast-growing team
This role isn't a fit if you want a large team to manage or a purely strategic remit. It's hands-on from day one.
What the first months look like:
- First 90 days: you've mapped our GTM data and processes and agreed a roadmap with Sales and Marketing.
- First 6 months: unified funnel, lifecycle, and revenue reporting is live, the key automations have shipped, new reps are onboarded on the new setup, and the team has measurably more selling time.
What we can offer:
- Competitive salary tailored to your experience.
- Flexible working hours and time off.
- Private English language lessons with a native speaker during working hours.
- Work remotely, hybrid, or in our office in Gdynia.
- Training budget.
- Salary review.
- Multisport card, private medical care, and extended life insurance.
- IT equipment of your choice.
- In the office: snacks, cold beverages, weekly team lunch.
- Regular fresh-air team-building retreats.
- Work in an open environment with a unique culture of like-minded, supportive, collaborative, dynamic people focused on growth, delivery, and innovation.
At every stage of the recruitment process all applicants will be considered without regard to race, color, national origin, religion, sexual orientation, sex, age, marital or parental status, disability, veteran status, gender identity, or expression.
Recruitment Process:
1. Submit your CV
2. Meet our HR Team (45 minutes)
You can expect a discussion about the role, company culture, team structure and about your background, experience, successes in similar roles
3. Functional interview (1h)
Aa deep dive into your expertise, your problem-solving approach, and prior outcomes.
4. Task
We'll ask you to work through a short case.
5. Culture interview with the CEO (1h)
You will meet our CEO to discuss motivations, vision, and mutual fit.
6. Reference checks