Business Development Representative (GTM Engineer)

Role Overview

The Business Development Representative (GTM Engineer) position at Wolters Kluwer’s Libra division combines traditional outbound sales efforts with advanced go-to-market automation techniques, aimed at improving lead generation and qualification efficiency in the DACH region. This hybrid role suits candidates who possess both the mindset and skills of a salesperson and an operator, leveraging CRM systems, APIs, automation platforms, and AI-driven outreach to streamline the sales funnel.

Key Responsibilities

• Drive new lead acquisition through proactive outbound prospecting, inbound lead follow-up, and comprehensive market research.
• Assess and qualify incoming and outgoing leads based on specified ideal customer profile (ICP) criteria such as company size, practice area, and technology readiness.
• Conduct outreach via phone, email, and LinkedIn to develop an early-stage pipeline.
• Arrange meetings and demos with qualified leads for Account Executives.
• Create and manage automated workflows for lead enrichment, scoring, and routing using tools like Attio, Clay, Zapier, n8n, or equivalents.
• Develop and refine outbound communication sequences incorporating AI tools to customize outreach at scale while maintaining quality.
• Manage data quality across the go-to-market technology stack to ensure smooth coordination between marketing, BDR, and AE teams.
• Identify repetitive, manual tasks within the lead-to-meeting funnel and implement automation to enhance efficiency.
• Build simple dashboards or reports to monitor funnel health metrics, including lead volume, qualification rates, and conversion ratios from meetings to opportunities.
• Collaborate with Marketing teams to synchronize lead generation activities with broader campaigns and messaging.
• Work closely with Sales Operations and Revenue Operations teams to enhance CRM structure, system integrations, and data flows, leveraging platforms such as Attio, Hyperline, and Stripe.
• Regularly test and adjust lead qualification criteria, scoring models, and outreach scripts guided by performance analytics.
• Recommend and introduce process enhancements aimed at amplifying the overall productivity of the sales team.

Preferred Skills and Qualities

• Strong expertise in identifying and engaging relevant decision-makers through skilled prospecting techniques.
• Proficiency in effectively qualifying leads, prioritizing those with the highest potential based on fit.
• Experience or aptitude for automation and tooling, utilizing platforms like Zapier, n8n, Clay; comfortable integrating systems using APIs.
• Advanced knowledge of CRM tools such as Attio or similar platforms, including capabilities in creating views, automations, and performing simple SQL queries.
• Fluency with AI tools to enhance outreach personalization, enrich data, and automate workflows without compromising quality.
• Data-driven mindset with the ability to analyze funnel metrics and work confidently with structured data and spreadsheets.
• Excellent verbal and written communication skills appropriate for cold outreach scenarios.
• Proactive approach to identifying inefficiencies and independently delivering improvements.
• Resilience and perseverance in facing rejection during outreach efforts.

Work Environment and Additional Information

This position requires a hybrid working arrangement, with a minimum expectation of eight days per month spent onsite at the Berlin office. This setup facilitates in-person collaboration and connection with colleagues.

Wolters Kluwer’s Libra is a rapidly growing legal AI firm in Europe, partnering with major law firms, corporate legal teams, and publishers. The company is part of a global technology organization focused on transforming modern legal workflows.

Recruitment Guidelines

The hiring process emphasizes fairness and authenticity, prohibiting the use of AI tools or external assistance during interviews. Candidates must refrain from using virtual backgrounds and may be required to attend in-person interviews at a Wolters Kluwer location. Disqualification will occur if AI-generated help or third-party support is detected during recruitment.