gtmagency
gtmagency
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Previously ran growth for 500+ SaaS companies through their product launches. Our team has also worked with companies backed by
This playbook maps Clay's ideal customer profile across account, prospect, and persona dimensions, then lays out 5 signal-based outbound plays. Each play fires on a specific buying signal so your outreach lands the moment a prospect is most likely to act.
| Dimension | Qualified | Prioritization |
|---|---|---|
| Geography | US, Canada, UK, Australia, Western Europe | Tier 1: US and UK. Tier 2: Canada, Australia, DACH |
| Employee Count | 20 to 2000 employees | Tier 1: 50 to 500. Tier 2: 20 to 49 and 501 to 2000 |
| Industry / Vertical | B2B SaaS, fintech, GTM agencies, sales-led tech companies, revenue operations consultancies | Tier 1: B2B SaaS with dedicated sales or GTM team. Tier 2: GTM agencies building on behalf of clients |
| Key Qualifying Signal | Company runs 1 or more outbound sequences and manually pulls prospect lists from Apollo, ZoomInfo, or LinkedIn Sales Navigator | Highest priority when team is stitching 3 or more point tools to enrich a single lead record |
| Tech Stack | Apollo, ZoomInfo, Outreach, Salesloft, HubSpot, Salesforce, LinkedIn Sales Navigator, Lusha | Tier 1: Apollo plus Salesforce or HubSpot. Tier 2: ZoomInfo or Lusha plus any sequencer |
| Revenue / Funding | Series A through Series C or $3M to $100M ARR; bootstrapped companies with active outbound motions | Tier 1: Series B and C with dedicated SDR or RevOps headcount. Tier 2: well-funded seed stage with GTM hire |
| Intent Signals | Job posts for SDR, RevOps, or Growth Engineer; G2 reviews comparing data enrichment tools; LinkedIn content mentioning outbound scaling or pipeline problems | Highest priority when hiring signal and tech stack signal appear within same 30-day window |
| Dimension | Qualified | Prioritization |
|---|---|---|
| Seniority | Director through C-Suite for budget and VP for day-to-day ownership; Manager level as champion | Tier 1: VP or Head of Sales, VP RevOps. Tier 2: Director of Growth, SDR Manager |
| Primary Titles | VP of Sales, Head of Revenue Operations, VP of Growth, Head of Demand Generation, GTM Operations Lead | Engage VP Sales and Head of RevOps simultaneously as co-buyers |
| Secondary Influencers | SDR Manager, Sales Ops Manager, Growth Engineer, Marketing Ops Manager | Loop in SDR Manager early as daily end-user champion |
| LinkedIn Keywords | outbound automation, prospecting workflow, data enrichment, pipeline efficiency, RevOps stack, signal-based outbound, GTM infrastructure, sales AI | Prioritize profiles that have posted or engaged with enrichment or outbound content in last 90 days |
| Persona | Level | KPIs | Related Challenges | Intent Signals | Related Benefits |
|---|---|---|---|---|---|
| VP of Sales | VP | Pipeline created, meetings booked per rep, outbound reply rate, quota attainment | Reps waste hours manually building lists, low email deliverability, inconsistent personalization at scale, slow ramp for new SDRs | Posting about scaling outbound, hiring SDRs, or pipeline gaps. Reviewing Outreach or Apollo on G2 | Clay automates list building and enrichment so reps focus on selling. Signal-based triggers mean reps reach out at the right moment and book more meetings with fewer manual steps |
| Head of Revenue Operations | Director/VP | CRM data accuracy, enrichment coverage rate, tooling cost per contact, time to route inbound leads | Frankenstack of 5 or more point tools with duplicated data costs, stale CRM records, no single enrichment source of truth | Searching for ZoomInfo alternatives, posting about CRM hygiene or RevOps stack consolidation | Clay replaces multiple enrichment vendors with one waterfall layer. CRM records stay clean and auto-enriched. Stack consolidation reduces vendor spend by 40 to 60 percent |
| GTM Operations Lead | Manager/Director | Workflow automation rate, lead routing speed, signal coverage, sequence enrollment accuracy | Building manual Zapier or Make automations that break, enrichment gaps when one provider lacks coverage, no scalable signal-to-sequence pipeline | Active on LinkedIn discussing automation workflows, Clay templates, or signal-based playbooks | Clay acts as a no-code GTM data layer. Waterfall enrichment fills coverage gaps automatically. Signals feed directly into sequences without manual intervention |
| Head of Demand Generation | Director/VP | MQL to SQL conversion, inbound lead quality score, cost per qualified meeting, ABM target account coverage | Inbound leads arrive with incomplete data, ABM lists go stale fast, ad audiences are not synced to real-time account signals | Evaluating ABM platforms, posting about inbound conversion or ICP targeting challenges | Clay de-anonymizes and enriches inbound leads in real time, syncs qualified audiences to LinkedIn and Meta ads, and keeps ABM account lists current with live intent signals |
| SDR Manager | Manager | Dials and emails per rep per day, meeting acceptance rate, personalization quality score, list build time per rep | Reps spend 2 to 3 hours a day on manual research, personalization is copy-paste generic, tools do not talk to each other | Posting about SDR productivity, searching for prospecting automation tools, engaging with outbound communities on LinkedIn | Clay cuts list research time from hours to minutes per rep. AI-generated snippets deliver genuine personalization at scale. Reps enroll more accounts daily with higher reply rates |
Target RevOps and Sales leaders at B2B SaaS companies paying for 3 or more overlapping data tools. Clay replaces their fragmented stack with one waterfall enrichment layer, cutting cost and complexity.
Tech Stack Scan
Intent Signal Detect
Account List Build
Enrich Account DataFind Buyer Contacts
Verify EmailsIdentify Buying Committee
Email
LinkedInIntercept B2B SaaS companies the moment they commit budget to outbound headcount. The VP of Sales and Head of RevOps are actively building or scaling a prospecting motion and need infrastructure now.
Job Post Monitor
LinkedIn Jobs ScrapeAccount QualifyEnrich Company ProfileFind Decision MakersValidate Contact EmailsEmailLinkedInTrack Clay practitioners as they move to new companies where they have budget influence and a personal motivation to re-implement tools they already trust. They are the fastest path to a new logo.
Champion Job Change AlertLinkedIn Profile Monitor
CRM Alumni ExportNew Employer EnrichVerify New Work EmailTech Stack CheckIdentify Buying CommitteeEmailLinkedInCapture in-market buyers researching or re-evaluating enrichment and prospecting tools on G2. These accounts are in an active buying cycle and comparison-shopping, making them highest-intent targets for Clay.
G2 Review MonitorReviewer Company IDIntent Data LayerEnrich Reviewing CompanyFind RevOps and Sales BuyersEmail VerificationIdentify Buying CommitteeEmailLinkedInIdentify B2B SaaS GTM leaders who are publicly exploring the exact problems Clay solves. Engaging with their content or post signals creates a warm, relevant reason to reach out with a specific hook.
LinkedIn Post MonitorEngagement ScrapeProfile EnrichEnrich Prospect ProfileFind Work EmailCompany Tech StackBuying CommitteeLinkedInYou'll have qualified demos booked in your calendar within 45 days: infrastructure, sequences, and live campaigns installed for you.
You don't pay a retainer. Everything we build belongs to you from day one: data, playbooks, and infrastructure.
If by day 45 you aren't seeing qualified demos booked in your calendar, we keep working completely for free until you do.
We build and install a fully automated, signal-based outbound system, outbound, ads, and content, in a 45-day sprint. No retainer, and you own everything. Demos booked in 45 days or we work free until they are.
