GTM Engineer

Job Description + Candidate Persona
Build the systems behind Pillar’s next stage of growth 🚀

Pillar is building the operating system for the construction industry: a massive sector where billions move every year, but many companies still rely on outdated tools and processes.

We are changing that with technology, automation, and AI, building a product that helps construction companies run their business more efficiently, from the job site to their financial operations.

Founded in 2025, Pillar has grown rapidly and is now expanding beyond Italy into new European markets.

And as we scale, we need to rethink how we generate pipeline, identify the right prospects, and help our Sales team move faster.

Our ambition? To power one in every three construction sites in Europe. To get there, we need to build a Sales organization that learns and scales faster than the market.

Why join now 🚀

• Our Sales team is growing, with 8+ BDRs already active and new markets ahead.

• We are expanding our outbound motion and need to move beyond static lead lists.

• You’ll have the opportunity to experiment with new signals, data sources, tools and systems from day one.

• Your work will have a direct impact on measurable business outcomes: lead quality and Lead → SQL conversion.

• You’ll work closely with Sales, Marketing and Leadership, with a high degree of ownership.

• You won’t inherit a perfectly built GTM machine. You’ll help build it.

Your mission 🎯

Turn data and signals into better pipeline.

As our GTM Engineer, you’ll build and test new ways of identifying high-potential prospects, collecting relevant signals and turning them into actionable leads for our BDR team.

Today, a large part of our outbound motion relies on static lists.
You’ll sit at the intersection of technology, data, Sales and Growth.
Your job is not simply to find more leads.
It’s to figure out which signals actually matter, how to capture them at scale, and how to turn them into better more pipeline.

What you will do:

🔎 Build better outbound systems
You’ll continuously experiment with new ways to identify and source relevant prospects.

👉You will:

• Build and improve scalable outbound lead-generation systems.

• Research new data sources and unconventional ways to identify Pillar’s ICP.

• Develop systems to collect, enrich and structure prospect data.

• Identify and test new outbound signals and intent signals.

• Improve the quality and actionability of the leads provided to BDRs.

• Build workflows and automations that make our outbound motion faster and smarter.

If the best signal for a prospect lives somewhere else: Google Maps, websites, public databases, industry platforms, or somewhere we haven’t thought of yet, you’ll be the person figuring out how to find it.

🧪 Treat Growth like a product

We believe growth should be scientific, testable and measurable.

👉You will:

• Identify opportunities to improve lead quality and conversion.

• Design and run experiments across different markets and segments.

• Test different signals, data sources and approaches.

• Analyse results and decide what to scale, change or kill.

• Build repeatable systems instead of one-off solutions.

• Work closely with Sales to understand what actually makes a lead valuable.

⚙️ Build with technology

👉You’ll have a broad GTM stack at your disposal you’ll work with tools such as:

• HubSpot

• Apollo

• Clay

• Lusha

• n8n

• Web scraping/data extraction tools

• AI development tools

• And whatever else helps us move faster.

We care less about whether you know every tool already and more about whether you can figure things out, connect systems and build solutions yourself.

🚀 Work on strategic GTM projects

👉You’ll have the opportunity to work on broader GTM projects such as:

• Testing new markets and segments.

• Building new outbound motions.

• Identifying product-qualified signals and behaviours.

• Improving how Sales and Marketing use data.

• Exploring new AI-powered workflows.

• Building systems that can eventually scale across multiple European markets.
  

Who you are

You’re probably a great fit if you are:

• 1–3 years into your career, or a recent graduate with strong hands-on experience.

• Curious about how technology can be used to make Sales and Growth more effective.

• Comfortable working with data, tools and systems.

• Naturally hands-on and experimental.

• Comfortable with web scraping, automation or similar technical workflows.

• Data-driven and able to challenge assumptions with evidence.

• Comfortable with ambiguity, fast iteration and changing priorities.

• Open to feedback and resilient when experiments don’t work.

• Fluent in Italian and English.

Nice to have

• Experience in a startup or scale-up, ideally Tech/SaaS.

• Previous experience in outbound lead generation or demand generation.

• Experience with HubSpot, Apollo, Clay, Lusha, n8n or similar tools.

• Experience building lead-generation systems at scale.

• Experience with web scraping or extracting data from non-traditional sources.

• A portfolio, side project or case study showing something you’ve built yourself.

We’re not looking for someone who simply knows how to operate a CRM or manage existing lead lists. We’re looking for a builder.

What matters is that you’re curious enough to learn it, technical enough to build with it, and analytical enough to understand whether it actually worked.

What you’ll gain

• Real ownership over systems that directly influence revenue.

• The opportunity to build Pillar’s GTM engine.

• Hands-on exposure to Sales, Marketing, data, automation and AI.

• The chance to experiment with new tools.

• Direct exposure to a fast-growing startup.

• The possibility to grow into a broader Growth leadership role as the function expands.

What we offer

Salary

Competitive salary based on experience: €30k-€50k

Benefits

Cobee Flexible compensation Card + potential equity plan, depending on experience and potential impact

Ownership

Real ownership of a critical growth area

Growth

Meritocratic growth: impact = advancement

Office

Milan (Italy) - On site 📍

Team

Offsite every 6 months · young and ambitious environment

Selection Process

1. Introductory call with Talent Acquisition

2. Business Case: identify the top 3 signals you would use to find Pillar’s ICP and develop one of them into a practical lead-generation approach.

3. Case review with Hiring Manager + BDR’s Team Leader

4. Final interview with Head of Sales or a Founder

How we work at Pillar

Ambition, ownership, and continuous improvement

At Pillar, everyone rows in the same direction: when one person accelerates, the whole team moves faster.

We are ambitious and growing quickly. We continuously raise the bar and take full responsibility for our work.

Our processes exist, but they still need to be tested and improved. People joining today will not find everything already built. They will help define how our Sales team learns, sells, and scales tomorrow.

Pillar is not for you if you only want to deliver training, need rigid boundaries, measure success by the number of assets produced, or prefer to wait until every stakeholder is already aligned.

One last thing

Many companies hire Sales Enablement after their processes, markets, and playbooks have already been built.

Pillar is hiring this person while all of that is still taking shape.

Build the system behind the scale.