ICP Playbook

How to find Series B Data & AI companies hiring for RevOps

A data/AI company hiring RevOps is transitioning from engineering-led growth to structured outbound. Their sales stack is being built from scratch.

Step 01

Qualify

5 filters to separate signal from noise

Step 02

Source

4 tools, what each gives and misses

Step 03

Prioritize

Signal priority table

Step 04

Automate

What Landbase returns for this ICP

Qualifying filters

Run every account through these 5 filters before it touches your CRM. An account should pass at least 4.

18moRequired

Funding recency

After 18 months, the GTM motion is set. Tooling budget peaks months 3-14 post-raise.

How to verify

Crunchbase: Series B + last 18 months + AI/ML.

80-400Required

Headcount

Under 80: engineering-heavy, no sales ops. Over 400: mature GTM with entrenched vendor stack.

How to verify

LinkedIn company page: check employee count.

2+Required

Open GTM roles

Two or more GTM roles signals transition from dev-tool to platform sale. They need ops now.

How to verify

Greenhouse/Lever: filter for sales or GTM titles.

Eng Buyer

Technical buyer motion

JD mentions selling to CTOs, VPs of Engineering, or data leaders. Technical buyer needs signal ops.

How to verify

Read JD for CTO, VP Eng, or data leader mentions.

$5-35M

ARR range

Below $5M: dev-tool with open-source model. Above $35M: platform sale with established sales team.

How to verify

Crunchbase estimates or ~$140K ARR per employee.

ⓘ

Scoring shortcut: Data/AI companies posting RevOps alongside their first enterprise AE roles are building outbound for the first time. Highest conversion window.

Source-by-source breakdown

Here's how most teams piece this together manually. What each source gives you, what it misses, how long it takes, and what it costs.

MAD Landscape Database

Market Map~25 minFree

✓

Machine learning, AI, and data landscape maps 1,400+ companies by sub-category. Identifies which companies are in data infra vs ML ops vs analytics.

✗

Annual snapshot. No funding, hiring, or company size data. Useful only for classification.

Crunchbase Pro

Funding + Firmographics~45 min$49/mo

✓

Filter by Series B + last 18 months + AI/ML/data. Export company name, funding, date, investors, headcount.

✗

Annual snapshot. No funding, hiring, or company size data. Useful only for classification.

LinkedIn Sales Navigator

People + Hiring~60 min$99/mo

✓

Real-time RevOps job postings. People search finds VP Sales or CRO. JDs reveal whether they are selling to technical buyers or business users.

✗

No funding data. AI is a massive category. Difficult to filter for data/AI companies specifically.

Y Combinator Batch Lists

Accelerator Database~20 minFree

✓

YC batch lists tagged by AI/ML show which companies graduated and raised Series B. These companies often transition from dev-tool to enterprise sale at this stage.

✗

Only covers YC companies. Biased toward specific company profiles. No hiring data.

4-5h

Total manual time per list build. Data/AI is a massive category: expect a large universe but many false positives from AI-powered tools that are not data companies.

Signal priority

Same ICP, completely different buying windows. Use this to rank your list.

Signal	What it means
RevOps role posted in last 14 days	Transitioning from eng-led to structured sales. This hire builds the entire pipeline process.
First enterprise AE roles posted	Moving from dev-tool to platform sale. Budget for sales infrastructure is allocated.
Series B closed 3-14 months ago	Board pushing commercial growth. Open-source or free tier alone will not hit revenue targets.

High-priority: call this week

Example: Strong-fit account

Matches all filters, multiple signals firing

GTM hiring: recent3+ roles openNew sales leader

Multiple P1 signals firing. Building a sales team under new leadership. Reach the decision-maker within 48 hours while tool selection is active.

Low-priority: set a reminder

Example: Wait-and-watch account

Matches some filters, weak or early signals

1 role postedRecently funded

One signal, too early. Just raised, small team. Likely a backfill, not a build-out. Set a 90-day reminder and check back when hiring accelerates.

What Landbase returns for this exact ICP

Everything above (the qualifying filters, the source cross-referencing, the signal timing) is what Landbase does automatically.

Step 1: Describe your ICP in plain language

app.landbase.com

Find companies matching my ICP filters that are hiring GTM roles, scored by signal strength

Scanning 1,500+ enrichment fields across your TAM

Funding databases, job boards, tech stacks, and org charts cross-referenced in seconds

Step 2: Review qualified, signal-enriched accounts

278 accounts · 750 verified contacts5/5 filters · Signals attached · Scored

Company	Contact	Signals	Fit
Acme Corp Series B, 180 emp	Sarah Chen VP Sales · Verified	GTM hire: 5d 3 roles open New VP Sales	94
TechFlow Series B, 310 emp	Marcus Rivera CRO · Verified	New CRO: 38d CRM migration 4 GTM roles	91
BuildRight Series A, 125 emp	Priya Patel Head of Sales · Verified	Hiring: 11d Funded 6mo ago	87
SignalStack Series B, 240 emp	James Kim VP Revenue · Verified	4 GTM roles G2 comparison	84

Step 3: Push to your CRM in one click

↓

Push qualified accounts to Salesforce

Enriched accounts + verified contacts

Push to CRM →

We'll run your ICP on the call

Pick the ICP your team is building lists for right now. We'll type it into Landbase and show you the qualified accounts, contacts, and signals that come back.