Overview

Turn champion job changes into new opportunities.

This template explains a Play that automatically detects when one of your product champions switches to a new company, enriches their fresh contact details and allocates the opportunity to the right sales representative who has previously had a good relationship with that champion.

How It Works #

This workflow monitors your champion contacts and:

1. Regularly enriches their LinkedIn profiles to detect job changes
2. Finds their new work email when a change is detected
3. Routes the opportunity to the rep with the existing relationship
4. Updates your CRM with accurate contact records
5. Notifies the rep immediately via Slack

Setup

Required Variables #

Configure the following input variables in the variables node at the beginning of the workflow:

• CRMContactID: The record ID of the champion in your CRM
• championLinkedInURL: The CRM field containing the current LinkedIn profile link of the champion
• associatedCompanyID: The field containing the CRM ID of the champion’s current company (as per your CRM)
• lastCheckDate: The field containing the timestamp of the last time the champion was analyzed (helps throttling re-checks)
• firstName / lastName / jobTitle: The fields containing the basic details of the champion (required for enrichment & messaging)

Workflow Steps

Step 1: Enrich Champion’s LinkedIn Profile #

Enrich the champion using Cargo’s LinkedIn Enrich action. The action returns an object that includes the person’s current employer, domain, seniority, etc.

Use a filter to ensure that the output contains a valid company LinkedIn URL, which in some edge cases may be missing. This is important to evaluate whether a champion has changed jobs or not.

Step 2: Detect Job Changes #

Compare the LinkedIn company URLs between what is provided by the LinkedIn node and what was contained in the CRM. If these two values are not the same, it usually means that the champion has started a new role.

If they match: The champion has not changed jobs – the flow proceeds down the No branch and ends by updating the lastCheckDate.

If they differ: The champion moved to a new company and the workflow advances to the prospecting steps below.

Note: Comparing LinkedIn company URLs is a more robust approach than comparing website domains or company names. However, this does assume that this field is properly enriched in your CRM for your champions. If not, consider using an LLM to compare the LinkedIn payload versus the associated company in the CRM for that champion.

Step 3: Find Champion’s New Work Email #

Under the Yes branch (new employer detected), Cargo’s waterfall email tool queries a cascade of email providers to find a valid email for the champion’s new company.

The node returns a validated work email that will be attached to the new contact record.

Step 4: Allocate the Opportunity #

Another Branch node answers the question: Is this champion already owned in the CRM?

If YES:

• Use an Allocate action to re-assign the existing contact back to their original owner (often the CSM who built the relationship)

If NO:

• Use the same Allocate action but let the default round-robin or territory rules decide

The Allocate node returns ownerSlackID which will be used for internal alerting.

Step 5: Update CRM Records #

Depending on the branch chosen above:

• Update Contact: Update the original CRM contact with the new email & employer, mark status as ex-employee or obsolete contact
• Create Contact: Insert a brand-new contact associated to the new company and link it back to the previous record for historical context

Finally, update lastCheckDate so the loop will skip this champion in the next cycle.

Best practice note: The consensus among the RevOps community is that it’s better practice to treat a contact with a unique email as net new (even when it represents a pre-existing person). This means that if a champion has moved companies and has a new work email, we will create a new contact for the same person (no, it’s not a duplicate) while tagging the older contact as obsolete. This is helpful for keeping the legacy information attached to the previous contact (amongst deals, transcripts, etc.). See this workshop we held with the GTME community to learn more about the debate around this topic.

Step 6: Notify the Owner via Slack #

Use a Slack – Send message node to notify ownerSlackID that their champion, \{\{vars.firstName \}\} \{\{vars.lastName \}\}, just joined \{\{ nodes.enrichChampion.output.company.name \}\}. Include the LinkedIn profile and a suggested opening line.

Timely action here dramatically improves win-rates.

Automation

Schedule the play to run every few weeks against the list of champions in your CRM. Cargo will quietly watch for job moves and surface warm opportunities straight into Slack – letting your team focus on closing, not prospecting.