Business Development Representative (GTM Engineer)
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What you'll do
- Generate new leads through outbound prospecting, inbound follow-up, and market research.
- Qualify inbound and outbound leads against defined ICP criteria (e.g., firm size, practice area, tech readiness).
- Conduct outreach via calls, email, and LinkedIn to build early-stage pipeline.
- Schedule qualified meetings and demos for Account Executives.
- Build and maintain automated workflows for lead enrichment, scoring, and routing (e.g., via Attio, Clay, Zapier, n8n, or similar tools).
- Design and iterate on outbound sequences, using AI tools to personalize outreach at scale without sacrificing quality.
- Own data hygiene across the GTM stack, ensuring clean handoff between marketing, BDR, and AE systems.
- Identify manual, repetitive steps in the lead-to-meeting process and automate them.
- Build lightweight dashboards or reporting views to track funnel health (lead volume, qualification rate, meeting-to-opportunity conversion).
- Collaborate with Marketing to align lead generation efforts with campaigns and messaging.
- Partner with Sales Operations/RevOps on CRM structure, integrations, and data flow (e.g., Attio, Hyperline, Stripe).
- Continuously test and refine qualification criteria, scoring models, and outreach scripts based on performance data.
What they're looking for
- Strong ability to identify and reach relevant decision-makers.
- Skilled at assessing fit and prioritizing high-potential leads.
- Practical experience with (or strong aptitude for) tools like Zapier, n8n, Clay, or similar; comfortable working with APIs and connecting systems.
- Advanced use of CRM tools (Attio or similar), including building views, automations, and light SQL queries.
- Comfortable using AI tools (e.g., for outreach personalization, data enrichment, or workflow automation) to scale output without losing quality.
- Able to track, interpret, and act on funnel metrics; comfortable working with spreadsheets and structured data.
- Clear, confident written and verbal communication for cold outreach.
- Proactively identifies inefficiencies and builds solutions rather than just flagging them.
- Persistent and motivated in the face of rejection.
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
Business Development Representative (GTM Engineer)
Libra by Wolters Kluwer — DACH Sales
About the Role
As a Business Development Representative (GTM Engineer), you combine classic outbound sales development with modern go-to-market automation. You won't just prospect and qualify leads manually — you'll build and continuously improve the systems, workflows, and tooling that generate, enrich, score, and route leads across the DACH sales team. This is a hybrid role for someone who thinks like a salesperson but builds like an operator: comfortable with CRM data, APIs, automation tools, and AI-assisted outreach, and driven to make the entire top-of-funnel more efficient — not just work it harder.
Responsibilities
Pipeline Generation
- Generate new leads through outbound prospecting, inbound follow-up, and market research.
- Qualify inbound and outbound leads against defined ICP criteria (e.g., firm size, practice area, tech readiness).
- Conduct outreach via calls, email, and LinkedIn to build early-stage pipeline.
- Schedule qualified meetings and demos for Account Executives.
GTM Systems & Automation
- Build and maintain automated workflows for lead enrichment, scoring, and routing (e.g., via Attio, Clay, Zapier, n8n, or similar tools).
- Design and iterate on outbound sequences, using AI tools to personalize outreach at scale without sacrificing quality.
- Own data hygiene across the GTM stack, ensuring clean handoff between marketing, BDR, and AE systems.
- Identify manual, repetitive steps in the lead-to-meeting process and automate them.
- Build lightweight dashboards or reporting views to track funnel health (lead volume, qualification rate, meeting-to-opportunity conversion).
Collaboration & Improvement
- Collaborate with Marketing to align lead generation efforts with campaigns and messaging.
- Partner with Sales Operations/RevOps on CRM structure, integrations, and data flow (e.g., Attio, Hyperline, Stripe).
- Continuously test and refine qualification criteria, scoring models, and outreach scripts based on performance data.
- Propose and implement process improvements that increase the sales team's overall efficiency.
Skills
- Prospecting: Strong ability to identify and reach relevant decision-makers.
- Qualification: Skilled at assessing fit and prioritizing high-potential leads.
- Automation & Tooling: Practical experience with (or strong aptitude for) tools like Zapier, n8n, Clay, or similar; comfortable working with APIs and connecting systems.
- CRM Proficiency: Advanced use of CRM tools (Attio or similar), including building views, automations, and light SQL queries.
- AI Fluency: Comfortable using AI tools (e.g., for outreach personalization, data enrichment, or workflow automation) to scale output without losing quality.
- Data Orientation: Able to track, interpret, and act on funnel metrics; comfortable working with spreadsheets and structured data.
- Communication: Clear, confident written and verbal communication for cold outreach.
- Process Improvement: Proactively identifies inefficiencies and builds solutions rather than just flagging them.
- Resilience: Persistent and motivated in the face of rejection.
Working together
This is a hybrid role, where you will spend at least eight days a month at our office, where you'll enjoy the benefits of connecting and collaborating with your colleagues in person.
What we offer
In just over a year, we’ve established ourselves as Europe’s fastest-growing legal AI company by partnering with leading law firms, corporate legal departments, and publishers, As part of Wolters Kluwer’s Legal & Regulatory Division, Libra is building the operating system for modern legal work �� and you can help us write its next chapter.
Join us, at Wolters Kluwer, and be part of a global technology company that makes a difference every day. Be the difference. If making a difference matters to you, then you matter to us.
For any questions, please feel free to contact the recruiter Claudia Funk by email at claudia.funk@wolterskluwer.com or by phone at +31 6 15136211.
Our Interview Practices
To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.
Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
Company
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