Go-To-Market Engineer for Sales Outbound and Automation
About 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
- 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
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
Key Success Competencies
- Collaboration, customer focus, global perspective.
- Role-specific competencies: Ensures accountability, tech savvy (low-code/no-code), optimises 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)
What Top Employers Institute offers
Purposeful Impact. Global Connections. Versatile Working Environment.
At Top Employers Institute, you collaborate with colleagues worldwide as you shape a career focused on enriching the world of work, bringing your best self.
At Top Employers Institute, we believe in:
- Living our human-centric approach (flexible working conditions, including the flexibility to work from home or the office)
- Thriving in a multicultural environment
- Growing meaningfully
- Leadership culture based on trust
- Plenty of room for initiatives and own responsibility
- We pay you to pay it forward: we grant you 2 days of paid time off for volunteering for causes you care about
- We want you to stay with us: you will enjoy a 4-week sabbatical leave paid by the company after 5 years
- Dynamic and strong international culture (more than 30 nationalities spread over 12 offices all around the world)
- Fast growing (20% YoY revenue growth) and sustainable company (founded 30 years ago)
- Be part of a globally recognised leader shaping the future of HR and employer branding.
- Be part of a motivated and fun team in a high-growth environment where every day brings new challenges, opportunities and rewards
- Collaborate with industry experts and thought leaders to drive meaningful impact
- Competitive compensation, benefits, and career development opportunities
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!
Job Application Notice
By applying for this position, you acknowledge that you have read and understood the Top Employers Institute Privacy Policy regarding the information you have provided or will provide during the application process.
Regional Manager Benelux & France
About 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.
Job Summary
The Regional Manager (Benelux & France) leads Account Managers (renewals/expansion/strategic accounts) and Business Development Managers (new logos/pipeline) to deliver revenue growth and outstanding client outcomes across Benelux & France. The role owns territory planning, forecasting accuracy and Salesforce discipline, and partners closely with Sales Enablement and Client Success to raise team performance and client advocacy.
Purpose of the role
Execute company strategy at a regional level by leading teams, optimising processes and cultivating customer relationships that fuel sustainable growth.
Job Responsibilities and Objectives
- Hit and grow the number: Deliver territory revenue and renewal outcomes in line with targets across Benelux & France.
- Lead AMs and BDMs: Set clear goals, coach, inspect, and develop both roles; run a consistent operating cadence (1:1s, deal/renewal reviews, forecast calls).
- Plan and forecast with precision: Own the territory plan; maintain rolling forecasts and budgets; flag risks early and take corrective action. Ensure Salesforce pipeline accuracy and stage hygiene.
- Deal leadership: Support complex new-logo pursuits and strategic renewals (pricing, negotiation governance, stakeholder alignment).
- Orchestrate demand: Partner with Central Marketing to localise and deploy regional campaigns for qualified pipeline and advocacy.
- Collaborate to uplevel craft: Work with Sales Enablement (playbooks, skills, win reviews) and Client Success (onboarding, value realisation, expansion) to raise win/renew rates.
- Be the face of the programme: Use deep local knowledge of Benelux & France to represent Top Employers Institute, gather market feedback, and strengthen executive relationships.
- Operate with discipline: Produce concise weekly/monthly reports; share best practices with the EMEA Regional Manager peer group.
Key Performance Indicators
- Territory revenue vs. target (new business + expansion)
- Renewal rate /revenue retention
- Forecast accuracy
- Pipeline health (coverage, stage progression, conversion rates in Salesforce).
- Client advocacy (NPS)
- Team performance & engagement (quota attainment; ramp times; OWow).
Required Hard Skills
Must-haves
- Fluency in French (required). Strong English required; Dutch is a plus.
- Full-time (required).
- Proven leadership of Account Managers (renewals/expansion) and Business Development Managers (new logos).
- 5–10 years in B2B client-facing roles; HR domain knowledge.
- Regular presence at the Amsterdam or Paris hub; regional travel as needed.
- Salesforce proficiency and strong operating/forecast cadence.
Nice-to-have
- Experience in HR tech / HR data / employee experience (EX).
- Pricing/renewal governance in multi-stakeholder environments.
Top Employers Institute offers
- Competitive remuneration (monthly salary + variable pay)
- Solid benefits and flexible working conditions (human centric)
- We pay you to pay it forward; 2 days company paid volunteering time off (VTO)
- Dynamic, open, international and professional business culture
- Plenty of room for initiatives and own responsibility
- Work in a growing organisation with colleagues from all over the world
- Leader in HR, relied on by global clients such as DHL, Novartis, and PepsiCo
- Fast growing company backed by HAL Investments, Netherlands
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!
Job Application Notice
By applying for this position, you acknowledge that you have read and understood the Top Employers Institute Privacy Policy regarding the information you have provided or will provide during the application process.
Business Development Manager (Mumbai, India)
About 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
Building upon the growth and impact of the Top Employer’s Certification Programme worldwide we are looking to recruit a Business Development Manager to support APAC HR Leaders in the development and branding of their organisations. This role is to be based out of Mumbai.
The Business Development Manager directly generates revenue by prospecting for, positioning and selling the HR Certification Programme to multinational clients headquartered across the APAC region.
Key responsibilities
- Responsible for new business development via prospecting, social selling, qualifying and consultative selling
- responsible for targeting West India which is made up of Mumbai and India with many large Professional Services, Financial Services and Banking organisations.
- Drive sales growth and pipeline through the setting up of qualified meetings
- Be a subject matter expert and evangelist of Top Employers HR Certification & Data Insights
- Ability to connect and network with senior HR stakeholders and position the full value of the Programme across their areas of responsibility and areas of focus
- Work closely with Marketing to support events and follow up digital leads
- Achieve growth targets for new business acquisition
- Building a strong professional network by initiating contact with HR decision makers
Key Success Competencies
- Companywide competencies: Collaboration, customer focus, global perspective.
- Role-specific competencies: Communicates effectively, manages complexity, interpersonal savvy, business insight, directs work, builds HR networks, persuades, drives results
Qualification Criteria
- Bachelor degree (or equivalent)
- 5-10 years working experience in Sales, preferably in the field of HR Certification i.e. Great Place to Work or HR Services (proven track record new logo)
- Value Selling Skills: meeting prep, conduct an effective needs analysis, deliver sales presentations, answer questions and handle objections
- Negotiation skills: Knows how to prepare, how to make offers, how to respond to offers, how to respond to typical tactics, how to close, how to ensure the agreement lasts
- Communication skills: Operate with confidence, can make formal persuasive presentations, can communicate 1-1 with confidence and discuss the company products/services and added value potential effectively
- Has an existing and strong HR decision making network from previous employers
- Fluent in English in both writing and verbally. Any other language is a nice to have i.e. mandarin
- Available for some travel to conferences, client sites and company meetings
- Able to work out of and in the Mumbai area
What Top Employers Institute offers
Purposeful Impact. Global Connections. Versatile Working Environment.
At Top Employers Institute, you collaborate with colleagues worldwide as you shape a career focused on enriching the world of work, bringing your best self.
At Top Employers Institute, we believe in:
- Living our human-centric approach (flexible working conditions, including the flexibility to work from home or the office)
- Thriving in a multicultural environment
- Growing meaningfully
- Leadership culture based on trust
- Plenty of room for initiatives and own responsibility
- We pay you to pay it forward: we grant you 2 days of paid time off for volunteering for causes you care about
- We want you to stay with us: you will enjoy a 4-week sabbatical leave paid by the company after 5 years
- Dynamic and strong international culture (more than 30 nationalities spread over 12 offices all around the world)
- Fast growing (20% YoY revenue growth) and sustainable company (founded 30 years ago)
- Be part of a globally recognised leader shaping the future of HR and employer branding.
- Be part of a motivated and fun team in a high-growth environment where every day brings new challenges, opportunities and rewards
- Collaborate with industry experts and thought leaders to drive meaningful impact
- Competitive compensation, benefits, and career development opportunities
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!
Job Application Notice
By applying for this position, you acknowledge that you have read and understood the Top Employers Institute Privacy Policy regarding the information you have provided or will provide during the application process.
Business Development Manager Middle East – Arabic speaking
Job Description
Please note that you must be based in Saudi Arabia, preferably Riad.
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.
This role will be based in KSA/UAE and will report to the Middle East and South Eastern Europe Regional Manager/Team Lead, based in Valencia, Spain.
Purpose and contribution to company strategy
Building upon the growth and impact of the Top Employer’s Certification Programme worldwide we are looking to recruit a new team member to support Middle East region Leaders in the development and branding of their organisations.
The Business Development Manager directly generates revenue by prospecting for, positioning and selling the HR Certification Programme to multinational companies headquartered across Middle East region, mainly in KSA and UAE.
Key responsibilities
- Responsible for new business development via prospecting, social selling, qualifying and consultative selling
- Drive sales growth and pipeline through the setting up of qualified meetings
- Be a subject matter expert and evangelist of Top Employers HR Certification
- Ability to connect and network with senior HR stakeholders and position the full value of the Programme across their areas of responsibility and areas of focus
- Work closely with Marketing to support events and follow up digital leads
- Achieve growth targets for new business acquisition
- Building a strong professional network by initiating contact with HR decision makers
Key Success Competencies
- Company wide competencies: Collaboration, customer focus, global perspective.
- Role-specific competencies: Communicates effectively, manages complexity, interpersonal savyy, business insight, directs work, builds networks, persuades, drives results
Qualification Criteria
· Native or fluent in Business Arabic (Middle East) and fluent in English in both writing and verbally. Any other language is a nice to have.
· Bachelor degree (or equivalent)
· 3-5 years working experience in Sales, not mandatory but preferably in the field of HR Services
· Value Selling Skills: (meeting prep, conduct an effective needs analysis, deliver sales presentations, answer questions and handle objections)
· Negotiation skills: Knows how to prepare, how to make offers, how to respond to offers, how to respond to typical tactics, how to close, how to ensure the agreement lasts.
· Communication skills: Operate with confidence, can make formal persuasive presentations, can communicate 1-1 with confidence and discuss the company products/services and added value potential effectively.
· Available to travel to conferences, client sites and company meetings in Middle East
What Top Employers Institute offers
Purposeful Impact. Global Connections. Versatile Working Environment.
At Top Employers Institute, you collaborate with colleagues worldwide as you shape a career focused on enriching the world of work, bringing your best self.
At Top Employers Institute, we believe in:
- Living our human-centric approach (flexible working conditions, including the flexibility to work from home or the office)
- Thriving in a multicultural environment
- Leadership culture based on trust
- Plenty of room for initiatives and own responsibility
- We pay you to pay it forward: we grant you 2 days of paid time off for volunteering for causes you care about
- We want you to stay with us: you will enjoy a 4-week sabbatical leave paid by the company after 5 years
- Dynamic and strong international culture (more than 30 nationalities spread over 12 offices all around the world)
- Fast growing (20% YoY revenue growth) and sustainable company (founded 30 years ago)
- Be part of a globally recognised leader shaping the future of HR and employer branding.
- Be part of a motivated and fun team in a high-growth environment where every day brings new challenges, opportunities and rewards
- Collaborate with industry experts and thought leaders to drive meaningful impact
- Competitive compensation, benefits, and career development opportunities