Companies that use Pipedrive

Source: Analysis of Linkedin bios of 12,073 companies that use Pipedrive

I noticed that Pipedrive users span a remarkably diverse range of industries, but they share a common thread: they're in the business of relationships and transactions. These companies are selling physical products (construction materials, medical supplies, automotive parts), professional services (PR agencies, recruitment firms, legal practices), or technical solutions (IT consulting, software development). What stands out is that most are B2B companies where sales cycles require persistent follow-up and relationship management. They're not impulse-buy businesses. They're selling roofing supplies to contractors, placing candidates with employers, or pitching marketing campaigns to brands.

These are predominantly established small to mid-sized companies. The employee counts cluster heavily in the 11-50 and 51-200 ranges, with very few early-stage startups or large enterprises. Most lack funding rounds entirely, suggesting they're profitable, self-sustaining businesses rather than venture-backed growth companies. Many mention decades of experience, with phrases like "over 55 years," "since 1958," or "founded in 1997." They're stable businesses, not moonshots.

A salesperson needs to understand that Pipedrive customers are practical operators, not innovation-obsessed tech companies. They value tools that help them manage customer relationships without complexity. They need to track deals, follow up consistently, and maintain visibility across their sales team. They're buying Pipedrive because they want something that works, not something that impresses investors. They measure success in closed deals and satisfied clients, not growth metrics.

Source: Analysis of 100 job postings that mention Pipedrive

I noticed that Pipedrive buyers are predominantly senior sales leaders responsible for building and scaling revenue engines. Directors of Business Development (19%) and VPs of Sales (14%) lead purchasing decisions, followed by Heads of Sales (11%) and Revenue Operations Managers (9%). These leaders are hiring aggressively across new business development, outbound prospecting, and sales operations roles, indicating they're focused on predictable pipeline growth and scalable acquisition processes. Many are building sales functions from scratch or entering expansion phases, as seen in phrases like "first dedicated outbound new business person" and "architect the end-to-end sales organization."

Day-to-day users span the full sales spectrum, from Business Development Representatives conducting high-volume outreach to Account Executives managing complex deal cycles. I found that Sales Development Representatives and BDRs use Pipedrive to manage cadences, qualify leads, and maintain clean pipeline data. Account Executives leverage it for proposal tracking and deal progression, while Revenue Operations teams use it as the system of record for forecasting, KPI tracking, and cross-functional alignment with marketing and customer success.

The core pain point these organizations share is the need for "clean, up-to-date pipeline" management and "predictable, high-performance" revenue engines. Companies repeatedly emphasize requirements like "maintain CRM with accurate data entry," "track outreach analytics and ensure KPIs are consistently achieved," and "generate qualified leads" at scale. They're solving for visibility, accountability, and the ability to turn fragmented sales efforts into repeatable, data-driven processes that support aggressive growth targets.

Source: Analysis of tech stacks from 12,073 companies that use Pipedrive

I analyzed the tech stack correlations and found that Pipedrive users are distinctly technical, product-focused companies with strong engineering operations. The combination of developer tools like Sentry, Retool, and Linear alongside Pipedrive suggests these are B2B SaaS companies that have built significant internal tooling and rely on their engineering teams as a competitive advantage, even while maintaining traditional sales motions.

The pairing of Pipedrive with Sentry is particularly revealing. Sentry is an error monitoring tool used by engineering teams to track bugs in production. Companies investing heavily in application reliability while also using a dedicated CRM are likely selling technical products to technical buyers. The presence of Retool, an internal tool builder, reinforces this. These companies are creating custom admin panels and workflows, suggesting they need flexibility that off-the-shelf solutions can't provide. Linear appearing 40 times more frequently than baseline tells me these teams prioritize modern, efficient project management that keeps engineering and go-to-market teams aligned on product development.

The full picture reveals mid-stage, product-led growth companies transitioning to more structured sales processes. They started engineer-first but have reached a scale where they need proper pipeline management. Wistia's strong presence indicates they're investing in video content for onboarding and education, typical of PLG companies adding sales layers. Cloudflare Zero Trust showing up suggests distributed teams with security-conscious engineering practices.

For salespeople, this means Pipedrive's typical customer is technologically sophisticated and values tools that integrate well rather than all-in-one platforms. They're probably between Series A and Series C, adding their first real sales team after proving product-market fit. They'll ask detailed questions about APIs and customization because they have the technical capacity to build on top of whatever they buy.