Go-To-Market Engineer, Sales Outbound and Automation

Go-To-Market Engineer for Sales Outbound and Automation

Description of the company

Top Employers Institute is the global authority on recognising excellence in People Practices. We help accelerate these practices to enrich the world of work. Through the Top Employers Programme, participating companies can be certified and recognised as an employer of choice. The Certification is awarded to organisations based on the participation and results of the HR Best Practices Survey covering six HR domains consisting of 20 topics such as People Strategy, Work Environment, Talent Acquisition, Learning, Diversity & Inclusion, and Wellbeing.

In 2026, Top Employers Institute certified nearly 2,500 organisations in 131 countries/regions. These certified Top Employers positively impact the lives of over 14 million employees globally. Top Employers Institute, for a better world of work.

Purpose and contribution to company strategy

The GTM Engineer is a Revenue Operations role responsible for building a global and measurable new-logo outbound engine and improving lead data quality in our CRM system. The role owns outbound execution and automation end-to-end: from segmentation and e-mail campaign setup through enrichment, routing, and reporting. The handover to Sales takes place once a sales meeting is scheduled or a prospect reply is received.

Working closely with ±20 Business Development Managers (BDMs) all over the world, the GTM Engineer increases response rates, reduces manual work for Sales, and shortens the time from lead to conversion by improving processes, data, tooling, and operational discipline. The role is explicitly focused on sales execution and CRM operations, not paid Marketing campaigns.

You’re energised by the opportunity to be a trailblazer in a growing organisation, and to elevate outbound sales from pilots into a centre of excellence.

The successful candidate will start in Q2 2026 at our headquarter in Amsterdam, the Netherlands, form part of the six-person Revenue Operations team and report to the Director of Revenue Operations.

Key responsibilities

New Business E-mail Campaigns (new-logo outbound)

· Select target segments and signals together with Director of Revenue Operations and sales leaders.

· Build and maintain outbound Prospect Account lists

· Draft outbound messages and sequences that are specific to the list (“the list is the message”)

· Set up and test email and LinkedIn Sales Navigator campaigns with and for BDMs

· Organise tracking and reporting (e.g. open rate, response rate, CTR)

· Define the operational and handover workflow: e.g. once a reply comes in, ensure ownership/status updates and a clean follow-up handoff to the BDM

Organise automatic lead enrichment in the CRM (Inbound and Outbound)

· Define enrichment requirements, field standards, and “source of truth” rules (what can overwrite what).

· Organise automatic enrichment for leads/contacts, including:

o emails

o phone numbers (where available/allowed)

o account size (employee headcount)

o research signals (low-code/no-code): e.g. decision maker identification (e.g., HR Director), tenure where reliably available, competitor/peer certifications where useful

· Partner with Salesforce Analyst and Digital Team on CRM integrations/changes; including requirements definition, user acceptance testing (UAT) and QA checks after release

· Monitor and improve data quality with ongoing checks and reporting:

o enrichment coverage %

o duplicate rate

o bounce rate (email quality proxy)

o routing/ownership exceptions

Explore new tools and automations for Sales and Revenue Operations (low-code/no-code)

· Explore, pilot, evaluate, and select outbound and sales automation tools with a practical Sales-first lens. For example, scaling an outbound platform globally (e.g., Apollo.io or alternative) and deploying automatic lead enrichment to reduce manual work.

Stakeholders

In addition to the BDMs and sales leaders, key stakeholders are:

· Director of Revenue Operations, on segmentation

· Sales Enablement Specialist, on qualification and research requirements and training of BDMs

· Salesforce Analyst and the Digital Team for, respectively, day to day and structural changes to Salesforce and Salesforce integrations

· Marketing Campaign team, to align messaging and targeting

Tools:

· We offer Salesforce (Sales Cloud), LinkedIn Sales Navigator, Claude, Zapier and Clay

· We will expand the tech stack based on your recommendations, for example with Apollo.io, Calendly, Full-Enrich or Expand.

30/60/90 days plan:

Scale the role over time, step by step. For example:

· segmentation: start with already identified promising segments and signals, then later work with our sales leaders and BDM to test their hypotheses, and finally apply the lessons to identify your own segments

· collaboration: start with a pilot group of salespeople from one or two sales teams, then scale to all BDMs globally

· tools: start tests manually with Clay and Salesforce, then expand and automate using tools like FullEnrich, Zapier and Apollo.io

Key Success Competencies

Collaboration, customer focus, global perspective.

Role-specific competencies: Ensures accountability, tech savvy (low-code/no-code), optimizes work processes, communicates effectively, plans and aligns, manages complexity (across Sales stakeholders and systems), strong operational discipline.

Qualification Criteria

· Experience in either Sales/Revenue Operations supporting outbound prospecting and pipeline creation, or new logo sales in an advanced B2B SaaS sales organisation

· Technical skills: strong understanding in sales outbound processes and tools, including contact enrichment and automation, and of a CRM system

· Outbound skills: strong understanding of segmentation and messaging. You see segmentation not just as demographics and firmographics, but about pain points, timing and signals

· Good communication skills, verbal and written; proficient in English.

· International collaboration: comfortable working with different people and cultures, such collaborating directly with BDMs from all over the world on outbound campaigns, as well as translating Sales needs into clear requirements for the Digital Team

· Familiarity with measuring, tracking and reporting outcomes

· Speaking either German, French, Spanish, Dutch, Chinese, or Brazilian Portuguese is a plus

Bonus

· Practical working knowledge of GDPR constraints relevant to outbound and data enrichment

· Experience with Salesforce Sales Cloud

· Experience with Claude Code (or similar like Codex)

Top Employers Institute

Top Employers Institute is an Equal Opportunity Employer. We respect and celebrate each other’s differences. We know that a diverse workforce enhances our success. We are conscious that having the freedom to be yourself is the basis of sustainable growth. To us, it doesn’t matter where you were born, what you believe in, how old you are, what you look like, or who you love. We actively promote and depend on the diversity of thought, skills, and capabilities in our project teams to serve our international consumer base in the best way possible. We believe that different perspectives and backgrounds actually lift Top Employers Institute to new heights and increase our way of thinking for a better world of work. Join us, as there is a place for you here!

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