GTM Engineer

Vedi l’offerta su Go Lavoro: golavoro.it/annuncio-lavoro/8jux22

h3Position Overview /h3 pOur 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. /p pWe're looking for a bGTM Engineer /b 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. /p pThis 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. /p h3What You'll Own /h3 h3CRM Foundation and Data Model /h3 pEverything else runs on this. If the data is wrong, every play built on top of it is wrong too. /p ul lipbCommercial audit: /b 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 /p /li lipbA shared setup: /b turn those conversations into one common data model and pipeline structure, then build it into HubSpot /p /li lipbData quality and guardrails: /b 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 /p /li lipbData on demand: /b make sure pipeline, conversion and account data can be pulled in minutes, whether it's for a Monday pipeline review or a board deck /p /li /ul h3Signals and Prioritization /h3 pMost of our market isn't buying right now. Your job is to find the companies that are, before anyone else does. /p ul lipbSignal layer: /b 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 /p /li lipbPrioritization: /b turn those signals into a clear daily answer for the sales team: who to call, and why now /p /li lipbFeedback loop: /b track which signals actually turn into meetings, and kill the ones that are just noise /p /li /ul h3Lead Routing, Enrichment and Outreach Systems /h3 pBuilding the proper infrastructure is critical for the actual work of growth sales team. It’s the plumbing nobody notices until it breaks. /p ul lipbInbound routing: /b own and improve the flow that enriches inbound leads, filters them against our ICP and routes them to the right rep in minutes /p /li lipbEnrichment: /b keep accounts and contacts enriched with firmographic and contact data,



using Clay or whatever does the job best /p /li lipbOutreach tooling: /b own the stack the sales team uses to reach prospects (dialer, sequencing, LinkedIn tools) and be the first call when something stops working /p /li lipbAutomation: /b spot the repetitive tasks eating into selling time and automate them with n8n, agents, or whatever gets it done /p /li /ul h3Pipeline Systems for Demand Gen /h3 pNot ads, not content. The systems that connect what Marketing does to what ends up in the pipeline. /p ul lipbAccount based plays: /b build audiences and hyper personalized campaigns based on our best accounts and the patterns in the CRM /p /li lipbMarketing to Sales handoff: /b make sure every lead Marketing generates lands in Sales with the context needed to act on it /p /li lipbLifecycle sequences: /b 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 /p /li lipbAttribution basics: /b help us understand which sources and campaigns actually create or influence pipeline /p /li /ul h3Experimentation and AI Building /h3 pNothing here is sacred. If it doesn't move the numbers, it changes. /p ul lipbShip fast: /b prototype with Claude Code, Lovable, n8n and Clay, test with the team, and scale what works /p /li lipbAgents in the workflow: /b build AI agents that take over GTM work once done by hand, from account research to qualification to follow up drafting /p /li lipbNever stop exploring: /b 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 /p /li /ul h3How Your Impact Is Measured /h3 pIn your first months, we'll look at: /p ul lipbSpeed to lead: /b how fast an inbound lead reaches the right rep and gets a first touch /p /li lipbCall to meeting ratio: /b how many more meetings the team books when calls are prioritized by signals /p /li lipbCRM data health: /b completeness and accuracy of the fields that matter on accounts, contacts and deals /p /li lipbLead to SQL conversion: /b how much of what enters the funnel turns into real opportunities /p /li /ul h3Reporting and Collaboration /h3 pYou'll report directly to our bGrowth Lead /b, working day to day with the Sales team. In practice: /p ul lipYour main users are Account Executives, the BDR Lead and BDRs: you build for them, and with them /p /li lipYou align with Marketing on everything that feeds the pipeline /p /li lipYou 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 /p /li /ul h3Experience Criteria /h3 h3Must-have /h3 ul lipb2 to 4 years /b in GTM Engineering, Revenue Operations, Sales Operations,



or a sales role where you ended up building the systems yourself /p /li lipHands-on experience bdesigning or restructuring a CRM data model /b, on any CRM /p /li lipYou know how to make HTTP request to an API endpoint, you bknow that JSON is not a person’s name /b, and you’re quite confident with a terminal /p /li lipFluent with at least one bintegration platform /b like n8n, Make or Zapier, and you've shipped automations that real teams use every day /p /li lipYou bbuild with AI /b: 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 /p /li lipbFluent Italian and English /b: we aim to become an international company and our tools and documentation are already set up for that. /p /li /ul h3Nice to have /h3 ul lipHands-on bHubSpot /b experience (workflows, data hub, custom properties and objects, reporting) /p /li lipExperience with bClay /b or other enrichment and outreach tools (Apollo, Lusha, sequencers, dialers) /p /li lipYou've built bsignal-based workflows /b, lead scoring or inbound routing systems before /p /li lipAdvanced AI projects, like a bcustom MCP server /b or a RAG setup /p /li lipYou experimented a little with bdata visualization tools /b like Metabase /p /li lipComfortable with bweb scraping /b and extracting data from unconventional sources /p /li lipPrevious experience in a bstartup or scaleup /b, ideally B2B SaaS, or selling to manufacturing and industrial companies /p /li /ul h3Mindset and Traits /h3 pbEngineer first, sales brain. /b 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. /p pbManual work offends you. /b 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. /p pbClean data is non-negotiable. /b 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. /p pbStrategic and hands-on. /b You can run an audit, propose how things should work, get the team on board, and then actually build it yourself. /p pbShow, don't tell. /b 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." /p h3Compensation and Benefits /h3 ul lipbBase Salary: /b €35,000 to €45,000 RAL, based on experience /p /li lipbEquity package /b in a fast-growing, VC-backed startup /p /li lipbMeal allowance /b and bwelfare benefits /b /p /li lipbFlexible work arrangements /b (Milan-based, hybrid) /p /li /ul h3What We Offer /h3 ul lipbBuild from day one: /b you're our first dedicated GTM Engineer, so the architecture, the tools and the standards are yours to define /p /li lipbA direct line to revenue: /b what you build shows up in the pipeline the next week, not in a quarterly report /p /li lipbFreedom on tooling: /b room to test the AI and GTM tools that actually make a difference /p /li lipbExposure to leadership: /b you work directly with Growth, Sales leadership and the founders /p /li /ul #J-18808-Ljbffr

Vedi l’offerta su Go Lavoro: golavoro.it/annuncio-lavoro/8jux22