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About the Role

As a Business Development Representative (GTM Engineer), you will combine traditional outbound sales development with modern go-to-market automation. You will identify and qualify leads not only manually but also develop and optimize systems, workflows, and tools for lead generation, enrichment, scoring, and routing for the DACH sales team. This hybrid role is ideal for individuals with a sales mindset who also enjoy operational and technical work, are comfortable with CRM data, APIs, automation tools, and AI-driven customer engagement, and aim to enhance the efficiency of the entire upper sales funnel.

Responsibilities

Generate new leads through active outbound engagement, follow-up on inbound leads, and market analysis.
Qualify inbound and outbound leads based on defined Ideal Customer Profile (ICP) criteria, such as company size, legal domain, or technological maturity.
Initiate contact via phone, email, and LinkedIn to build an early-stage sales pipeline.
Schedule qualified meetings and product demonstrations for Account Executives.
Build and maintain automated workflows for lead enrichment, scoring, and routing using tools like Attio, Clay, Zapier, or n8n.
Design and continuously optimize outbound sequences and utilize AI tools for personalized, large-scale customer outreach without compromising quality.
Ensure data quality across the GTM tech stack and facilitate seamless handoffs between marketing, BDR, and AE systems.
Identify and automate manual and repetitive tasks within the lead-to-meeting process.
Create simple dashboards or reporting views to monitor sales funnel performance, including lead volume, qualification rates, and meeting-to-opportunity conversion rates.
Collaborate closely with Marketing to align lead generation efforts with campaigns and communication strategies.
Work with Sales Operations/RevOps on CRM structure, integrations, and data flows between systems like Attio, Hyperline, and Stripe.
Continuously test and optimize qualification criteria, scoring models, and outreach scripts based on performance data.
Develop and implement process improvements to increase the efficiency of the entire sales team.

Requirements

Excellent communication skills.
GTM Engineering experience.
Entrepreneurial spirit: proactive, structured, and results-oriented.
Strong organizational skills and high attention to detail.
Comfort in a fast-paced, high-growth startup environment.
Curiosity and willingness to learn about AI, SaaS products, and Legal Technology.
Native-level German and fluent English proficiency.
High trustworthiness, speed, and passion for transforming the legal industry with AI.
Prospecting: Strong ability to identify and target relevant decision-makers.
Qualification: Experience in assessing prospect fit and prioritizing high-potential leads.
Automation & Tools: Hands-on experience with tools like Zapier, n8n, Clay, or similar, or strong technical affinity; proficiency with APIs and integrating different systems.
CRM Knowledge: Advanced experience with CRM systems like Attio or similar, including creating views, automations, and basic SQL queries.
AI Competence: Proficient use of AI tools for customer outreach personalization, data enrichment, or workflow automation to scale processes without sacrificing quality.
Data Orientation: Ability to capture, interpret funnel metrics, and derive actionable insights; proficiency with spreadsheets and structured data.
Communication: Clear and persuasive written and verbal communication, especially in proactive customer outreach.
Process Optimization: Proactively identify inefficient processes and develop concrete solutions, rather than just pointing out areas for improvement.
Resilience: Persistence and motivation when facing rejection.

Skills

Prospecting
Lead Qualification
Sales Automation
API Integration
CRM Management
AI Tools
Data Analysis
Customer Outreach
Process Improvement
Communication
GTM Engineering
SQL

Location

DACH Sales
Berlin

Work Type

Hybrid
Remote
Onsite (for interviews)

Experience Level

GTM Engineering experience
Advanced CRM experience

Benefits

Permanent employment from day one
Remote work & flexibility: up to 3 days per week home office (8 days per month in the office) with flexible working hours
Flexible international work: up to 20 days within the EU per year
30 vacation days
Opportunity for real impact
Company culture valuing empathy, precision, and continuous learning
1 additional day off per year for volunteer work (Volunteer Day)
Support for development: E-learning via LinkedIn, online language training with goFluent, and other training opportunities
Modern onsite work: Attractive offices at the Merantix AI Campus in Berlin

About the Company

Libra by Wolters Kluwer is Europe's fastest-growing Legal AI company, established in just over a year by collaborating with leading law firms, corporate legal departments, and publishers.
As part of the Legal & Regulatory Division of Wolters Kluwer, Libra develops the operating system for modern legal work.
The company is located at the Merantix AI Campus in Berlin, Europe's hub for pioneering AI innovation.

Equal Opportunity

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.