GTM Engineer

Position Overview

Our sales & growth team is growing fast, and so is the amount of information it creates every day: accounts, calls, meetings, conversations. We want every rep to pull exactly what they need from our CRM in seconds, complete and ready to act on, and every number leadership needs to be one click away. At the same time, we sell to thousands of manufacturing and industrial companies, and the ones getting ready to rethink their procurement leave signals behind. Catching those signals early and putting them in front of the right rep at the right moment is one of the biggest growth levers we have.

We're looking for a GTM Engineer to own both and far beyond. You build and run the systems behind our commercial engine: a CRM that makes information dramatically faster to find and more complete, signals that tell sales who to call today and why, and automations that give our team more time to sell. You'll work mostly with Sales, and with Marketing wherever their systems touch the pipeline.

This is an engineering role with a commercial brain. You don't need to have closed deals yourself, but you need to understand why a BDR cares about a signal and what an AE wants to see before a call. Then you build the thing, ship it, and check if it moved the numbers.

What You'll Own

CRM Foundation and Data Model

Everything else runs on this. If the data is wrong, every play built on top of it is wrong too.

• Commercial audit: sit down with every Account Executive and BDR to map how they actually use the CRM today, what they need from it, and where it could do much more for them

• A shared setup: turn those conversations into one common data model and pipeline structure, then build it into HubSpot

• Data quality and guardrails: raise the completeness and consistency of our data, streamline properties and objects, and add the validations and conditional logic that keep quality high as the team scales

• Data on demand: make sure pipeline, conversion and account data can be pulled in minutes, whether it's for a Monday pipeline review or a board deck

Signals and Prioritization

Most of our market isn't buying right now. Your job is to find the companies that are, before anyone else does.

• Signal layer: build the system that collects buying signals (website visits, LinkedIn engagement, hiring, company news, public procurement strategies - you name it) and plugs them to the right accounts and contacts in HubSpot

• Prioritization: turn those signals into a clear daily answer for the sales team: who to call, and why now

• Feedback loop: track which signals actually turn into meetings, and kill the ones that are just noise

Lead Routing, Enrichment and Outreach Systems

Building the proper infrastructure is critical for the actual work of growth & sales team. It’s the plumbing nobody notices until it breaks.

• Inbound routing: own and improve the flow that enriches inbound leads, filters them against our ICP and routes them to the right rep in minutes

• Enrichment: keep accounts and contacts enriched with firmographic and contact data, using Clay or whatever does the job best

• Outreach tooling: own the stack the sales team uses to reach prospects (dialer, sequencing, LinkedIn tools) and be the first call when something stops working

• Automation: spot the repetitive tasks eating into selling time and automate them with n8n, agents, or whatever gets it done

Pipeline Systems for Demand Gen

Not ads, not content. The systems that connect what Marketing does to what ends up in the pipeline.

• Account based plays: build audiences and hyper personalized campaigns based on our best accounts and the patterns in the CRM

• Marketing to Sales handoff: make sure every lead Marketing generates lands in Sales with the context needed to act on it

• Lifecycle sequences: support Marketing in building and running HubSpot lifecycle workflows that follow up with prospects through rules, delays and touchpoints across email, WhatsApp and other channels

• Attribution basics: help us understand which sources and campaigns actually create or influence pipeline

Experimentation and AI Building

Nothing here is sacred. If it doesn't move the numbers, it changes.

• Ship fast: prototype with Claude Code, Lovable, n8n and Clay, test with the team, and scale what works

• Agents in the workflow: build AI agents that take over GTM work once done by hand, from account research to qualification to follow up drafting

• Never stop exploring: you're compulsively checking Product Hunt, listening to GTM Engineering podcasts and getting your hands on new tools before they go mainstream, then bringing in what's worth trying and skipping what's hype

How Your Impact Is Measured

In your first months, we'll look at:

• Speed to lead: how fast an inbound lead reaches the right rep and gets a first touch

• Call to meeting ratio: how many more meetings the team books when calls are prioritized by signals

• CRM data health: completeness and accuracy of the fields that matter on accounts, contacts and deals

• Lead to SQL conversion: how much of what enters the funnel turns into real opportunities

Reporting and Collaboration

You'll report directly to our Growth Lead, working day to day with the Sales team. In practice:

• Your main users are Account Executives, the BDR Lead and BDRs: you build for them, and with them

• You align with Marketing on everything that feeds the pipeline

• You work directly with Growth and Sales leadership on priorities, and you're expected to push back when something on the list isn't worth building

Experience Criteria

Must-have

• 2 to 4 years in GTM Engineering, Revenue Operations, Sales Operations, or a sales role where you ended up building the systems yourself

• Hands-on experience designing or restructuring a CRM data model, on any CRM

• You know how to make HTTP request to an API endpoint, you know that JSON is not a person’s name, and you’re quite confident with a terminal

• Fluent with at least one integration platform like n8n, Make or Zapier, and you've shipped automations that real teams use every day

• You build with AI: you vibe code with Claude Code or Lovable, you've built at least one agent or AI workflow, your GitHub is full of repos, and you can show us something you made

• Fluent Italian and English: we aim to become an international company and our tools and documentation are already set up for that.

Nice to have

• Hands-on HubSpot experience (workflows, data hub, custom properties and objects, reporting)

• Experience with Clay or other enrichment and outreach tools (Apollo, Lusha, sequencers, dialers)

• You've built signal-based workflows, lead scoring or inbound routing systems before

• Advanced AI projects, like a custom MCP server or a RAG setup

• You experimented a little with data visualization tools like Metabase

• Comfortable with web scraping and extracting data from unconventional sources

• Previous experience in a startup or scaleup, ideally B2B SaaS, or selling to manufacturing and industrial companies

Mindset and Traits

Engineer first, sales brain. You think in systems, data flows and edge cases, but you always start from the commercial question: does this help someone book a meeting or close a deal? If it's elegant but nobody uses it, it doesn't count.

Manual work offends you. When you see someone copying data between tabs, you can't help it, you automate it. You'd rather build the thing than open a ticket.

Clean data is non-negotiable. A CRM is only as good as its worst field. You design guardrails so that good data is the easy path for the team, not the heroic one.

Strategic and hands-on. You can run an audit, propose how things should work, get the team on board, and then actually build it yourself.

Show, don't tell. You'd rather demo a working prototype than present a slide about one, and you're comfortable saying "I tried it, it didn't work, here's what's next."

Compensation and Benefits

• Base Salary: €35,000 to €45,000 RAL, based on experience

• Equity package in a fast-growing, VC-backed startup

• Meal allowance and welfare benefits

• Flexible work arrangements (Milan-based, hybrid)

What We Offer

• Build from day one: you're our first dedicated GTM Engineer, so the architecture, the tools and the standards are yours to define

• A direct line to revenue: what you build shows up in the pipeline the next week, not in a quarterly report

• Freedom on tooling: room to test the AI and GTM tools that actually make a difference

• Exposure to leadership: you work directly with Growth, Sales leadership and the founders