Handsontable builds two products that developers embed in their own software: Handsontable DataGrid, a JavaScript data grid with spreadsheet-style editing, and HyperFormula, a headless spreadsheet calculation engine. Hundreds of companies use them, including Fortune 500 organizations. Customers include Microsoft, Amazon, Airbus, Roche, and Sony. We've been self-funded since 2012, and we're based in Gdynia.
Enterprises already come to us.
We need someone to go to the rest.
Today, large companies find us on their own. You'll own every one of those conversations worldwide and build outbound pipeline into the accounts that haven't found us yet. It's the first role of its kind at Handsontable, so you'll shape how we sell to enterprises.
What you'll own:
• Every inbound enterprise opportunity worldwide, from first call to signed contract
• Outbound pipeline into named accounts, for example software vendors in the Salesforce ecosystem and companies building a data grid into their own products
• Deals for both products, with developers, engineering and product leaders, procurement, legal, and security involved
• Technical evaluations together with our Support team, who also act as solution engineers
• A clean handover to Customer Success once the deal closes
• An accurate forecast and qualification in HubSpot
What you bring:
• 5+ years closing B2B SaaS deals, at least 3 of them with enterprise customers and many stakeholders
• Experience selling to technical buyers. You can hold your own in a conversation with developers
• New logos won from pipeline you sourced yourself
• Hands-on use of a qualification method such as MEDDPICC
• English at C1 level or higher
• Willingness to visit our office in Gdynia two to three times a quarter, and to travel to customers and industry events
Nice to have:
- Experience with developer tools, components, SDKs, or APIs
- HubSpot and LinkedIn Sales Navigator
- AI tools in your daily prospecting
How we work:
Our values are sustainable customer focus, trust and cooperation, and continuous self-improvement. In this role that means you act before anyone asks, stay curious about your customer's technology, and treat feedback as a way to get better. You own your results and keep your forecast honest.
What we can offer:
- Base salary plus a variable component tied to new business. We share the range in the first conversation
- 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)
A deep dive into your expertise, your problem-solving approach, and prior outcomes.
4. Panel discussion (1.5 hours)
A panel with a mock discovery call and a deal strategy for a sample enterprise account, then references.
5. Culture interview with the CEO (1h)
You will meet our CEO to discuss motivations, vision, and mutual fit.
6. Reference checks