ESTONIA: Former Pipedrive executive joins DriveX as Chief Sales Officer to accelerate global growth

Gustavo DriveXi kontori maja ees

Gustavo with his daughter

DriveX, a technology company that develops AI-based vehicle inspection software, has hired a former Pipedrive executive.

"I have worked in international companies for years, but the Estonian ecosystem is simply different. It's purposeful, mission-based, and values people."

— Gustavo Bianco

TALLINN, HARJUMAA, ESTONIA, June 9, 2025 /EINPresswire.com/ -- DriveX, a technology company that develops AI-based vehicle inspection software, has hired a former Pipedrive executive. Gustavo Bianco led

Pipedrive's sales team at a time when Pipedrive was growing into a unicorn and the company was becoming a global success story. Now he decided to invest his knowledge and skills in a next-generation Estonian company that would align with his own values and interests.

Gustavo has over 10 years of experience in business-to-business software sales management and is a leader who has driven the expansion of Pipedrive, Nutshell and Restream around the world. His specialty is to increase sales revenue and ensure customer success in rapidly scaling technology companies. Bianco's merger with DriveX is a significant moment for the company, which was well timed – the founders have already won the first deals from new continents and are preparing for rapid growth with a larger sales team.

"At DriveX, we are developing technology to eliminate fraud and waste in vehicle insurance and repair," said Rauno Sigur, CEO and co-founder of DriveX. The successful implementation of our mission is only possible with A-category players, and Gustavo is the best example of this. He is a true car enthusiast and professional who has seen and done: how success stories are born in the international arena of software services. We are excited to conquer the continents of America and Southeast Asia together."

Becoming a market leader with Estonian DNA

However, key recruitment also reflects a broader trend: the return of Estonian talent to domestic companies. After years of working in senior positions in international startups, Bianco says he was drawn back by Estonia's unique startup ecosystem and work culture.

"I have worked in international companies for years, but the Estonian ecosystem is simply different. It is purposeful, mission-based and values people," Bianco said. "People take great responsibility for their work. It's not just chasing numbers, it's creating something lasting with people who are really enjoyable to work with."

Thinking about different work cultures, he notes: "In a values-oriented culture, people don't stay at work just for the pay – they stay because the mission and the people really matter." According to Bianco, "it's time to give back to the ecosystem that gave me everything. It's not just a new chapter, it's like a full circle moment."

A sales philosophy built on purpose and resilience

At Pipedrive, Bianco drove all sales and helped build customer service from scratch, as well as significantly driving customer loyalty and conversion. Incidentally, during his tenure, he witnessed a 10-fold increase in revenue. At Nutshell and Restream, he also built sales and customer service teams and processes from scratch.

Bianco's sales philosophy is based on empathy and resilience: "Sales are 80% setbacks. To succeed, you need a "why," a reason that is greater than a number. I've always told my teams: don't sell at any price – be relevant, be honest and believe in the product," he said. " At DriveX, I not only believe in what we sell, but I would use it myself."

Why DriveX?

DriveX's mission to digitize and automate vehicle inspections spoke to Bianco on both a professional and personal level.

"First of all, I'm a car enthusiast. But even more than that, I am a person who does not tolerate wasting time. I saw the potential to save consumers time and improve the workflows of insurance companies and glass repair companies, which I immediately liked," he explains. "The product is world-class, the problem is real and the team is very united."

As sales manager, Bianco's short-term goal is to strengthen DriveX's position as a market leader in the European windscreen damage detection niche. In the long term, the focus will be on expanding DriveX's value proposition into a central platform. You need solutions that manage the entire vehicle lifecycle, from purchase and registration to insured events and dismantling.

"AI is the next industrial revolution," Bianco added. "Companies that do not adapt will be left behind. At DriveX, we don't just adapt, we show the way."