We used Lusha’s Job Change Signals to re-activate past qualified inbound leads. Udi built a workflow that pulls historical inbound data from Salesforce, batches contacts into groups of 100, enriches them via the Signals API, and surfaces who changed jobs, where they moved, and which contacts are worth re-engaging. The enriched list syncs back into the CRM through Workato, giving Sales a refreshed, prioritized audience that’s already familiar with Lusha.
A Lusha-on-Lusha workflow built by Udi Cohen
When someone fills out a form on your website, they’re raising their hand. They’re telling you they have a need, a problem, or a goal—and they want to talk.
But timing changes. People move roles, switch companies, get promoted, or step into new mandates. And when they do, their buying power changes too.
At Lusha, we don’t let those moments get lost in the noise.
In the workflow below, Udi walks through how we use Job Change Signals inside our own GTM stack to resurface past qualified inbound leads, identify who recently changed jobs, and re-activate them with the right message at the right time.
This is a Lusha-on-Lusha story: real signals, real data, real impact.
TL;DR
Past Qualified Inbound Leads (Salesforce)
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Batch Contacts (100 per batch)
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Build JSON Request for Signals API
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Enrich via Lusha Job Change Signals
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Return Data: New Role, New Company, Date of Change
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Organize Into Tables (high → low intent)
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Export to CSV → Sync Back to Salesforce (Workato)
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Sales Sequences → Retargeting → Routing → Re-Activation
Why job-change signals are important for GTM and RevOps
A job change is one of the strongest indicators of renewed buying intent. When someone steps into a new role, they’re usually:
- Rebuilding their tech stack
- Re-evaluating vendors
- Fixing what didn’t work in the previous company
- Looking for quick wins and fast impact
If they already evaluated you once or were even close to buying—you’re now at the top of their mental list.
The problem? Most teams have no way to track past form fills across job moves.
This workflow solves that.
Step 1: Pull a clean list of past qualified inbound leads
We start by identifying all previously qualified inbound leads from Salesforce. These are people who showed clear intent in the past, reached a meaningful stage, and were engaged—just not converted.
Any CRM works here: Sheets, Excel, HubSpot, monday.com—same logic.
The goal is simple: Start with a population rich in intent history.
Step 2: Process contacts in batches
Since the Signals API processes 100 contacts per request, the workflow loops through the population in batches.
This keeps the integration fast, clean, and scalable.
Batch → Process → Enrich → Repeat.
Step 3: Structure the request and send it to the Lusha Signals API
This is the heart of the workflow.
For each batch, we build the JSON payload correctly and send one API call to Lusha:
- Contact identifiers
- Requested signal types
- Optional company-level signals
Here is where the magic happens.
The Signals API returns who changed jobs, where they moved, their new role, and more context that helps us understand if they’re worth re-engaging.
This turns a static list into a live, dynamic source of re-activation opportunities.
Step 4: Organize the results into actionable tables
Once each batch gets its signals back, we organize everything into structured tables:
- Old role → New role
- Previous company → New company
- Date of change
- Movement direction (IC → Manager, Manager → Director, etc.)
- Buying context (growing company, new headcount, open roles, etc.)
These tables make it easy for RevOps, Sales, or Marketing to:
- Score leads
- Trigger retargeting
- Route to the right teams
- Build targeted outreach sequences
- Re-prioritize accounts
Step 5: Bulk-upload the updated list back into the CRM
Once the loop completes, we export everything into a CSV and re-upload it back into Salesforce via Workato.
You can automatically:
- Update records
- Create tasks
- Launch outreach campaigns
- Push to ads
- Send to sequences in Outreach/Salesloft
- Enrich scoring models
It’s plug-and-play. Any team can adapt it to their own stack in minutes.
What this unlocks for RevOps and GTM teams
This workflow turns your historical inbound data into a renewable source of pipeline.
1. Identify high-intent buyers without cold outreach
These are not cold leads. These are people who already wanted to hear from you.
2. Target the right people at the right moment
Job changes = new budgets, new mandates, faster decisions.
3. Automate a workflow that normally takes hours
No spreadsheets. No manual searching on LinkedIn.
No “did they change jobs?” detective work.
4. Give Sales fully enriched, sales-ready lists
Clear, prioritized targets with signals attached.
The bottom line
Teams spend months trying to manually build this workflow. Udi built a version anyone can follow—powered fully by Lusha.
When you combine historical intent with Job Change Signals, you stop chasing cold leads and start re-activating the people who already care about you.
It’s simple: Don’t wait for buyers to come back. Track when they’re ready again.
Want to build it yourself?
Add these components:
- Lusha Signals API: job changes, promotions, headcount, listings
- Your CRM: Salesforce, HubSpot, monday.com, Sheets
- Your automation layer: Workato, n8n, Pipedream, Make
- Your outreach tool: Salesloft, Outreach, HubSpot Sequences
From there, it’s just logic, batching, and routing.
FAQs
Job Change Signals identify when a contact has moved roles or companies. These transitions are strong indicators of renewed buying intent, especially for prospects who evaluated your product in the past.
Because a job move often comes with new budgets, new targets, and openness to new tools. People who raised their hand in the past become high-value prospects again the moment they change roles.
We pull all previously qualified inbound leads from Salesforce, batch them in groups of 100, enrich them via the Signals API, and identify who changed jobs. Then we sync the enriched list back into the CRM so Sales can prioritize outreach.
Yes. You can run the exact same structure using HubSpot, monday.com, Excel, Google Sheets, or any CRM that stores past inbound leads.
Any. Udi built the version in Workato, but you can run it in n8n, Pipedream, Make, or Zapier. The logic stays the same: batch → enrich → sync → trigger actions.
Sales gets a clean list of past inbound leads—now updated with signal data. They can launch targeted outreach, retarget these contacts with ads, route them to the right reps, or feed the list into sequences.
Alongside Job Change, you can add Promotions, Headcount Growth, or New Job Listings to create a fuller picture of company momentum and buying intent.
