ICP Playbook

How to find Series B EdTech companies hiring for RevOps

An edtech company hiring RevOps is building pipeline discipline around seasonal buying cycles. They need ops infrastructure before the next procurement window.

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
01

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, district contracts are locked. Tooling budget peaks months 3-14 post-raise.
How to verify
Crunchbase: Series B + last 18 months + edtech.
80-400Required
Headcount
Under 80: founder runs sales. Over 400: established district sales team with locked vendors.
How to verify
LinkedIn company page: check employee count.
2+Required
Open GTM roles
Two or more GTM roles means they are scaling for the next district procurement cycle.
How to verify
Greenhouse/Lever: filter for sales or GTM titles.
K-12/HE
Buyer segment
JD specifies K-12 districts, higher ed, or state-level procurement. Each has different cycles.
How to verify
Read JD for K-12, higher ed, or district mentions.
$5-30M
ARR range
Below $5M: pre-PMF. Above $30M: established with multi-year district contracts already in place.
How to verify
Crunchbase estimates or ~$110K ARR per employee.
ⓘ

Scoring shortcut: Edtech companies hiring RevOps between January and April are preparing for the summer/fall procurement window. Highest urgency.

02

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.

ISTE Exhibitor Lists
Conference + Intent~25 minFree
✓

ISTE conference exhibitors are edtech companies actively selling to districts. New exhibitors signal growth mode. Booth size correlates with sales investment.

✗

Annual event. Lists go stale. Not all edtech companies attend ISTE.

Crunchbase Pro
Funding + Firmographics~45 min$49/mo
✓

Filter by Series B + last 18 months + education technology. Export company name, funding, headcount, location.

✗

Annual event. Lists go stale. Not all edtech companies attend ISTE.

LinkedIn Sales Navigator
People + Hiring~60 min$99/mo
✓

Real-time RevOps job postings. People search finds VP Sales or Head of District Sales. Jobs tab reveals seasonal hiring patterns.

✗

No funding data. Cannot filter by edtech vertical or district vs higher ed.

EdSurge Product Index
Industry Database~20 minFree
✓

Categorizes edtech companies by product type, grade level, and subject area. Shows which companies target districts vs individual schools vs higher ed.

✗

No funding or hiring data. Listings may not reflect current company stage.

4-5h

Total manual time per list build. Edtech has seasonal complexity: time your outreach to match district procurement windows.

03

Signal priority

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

SignalWhat it means
RevOps role posted in last 14 daysBuilding pipeline ops before the next procurement window. This hire selects tools fast.
3+ GTM roles posted alongside RevOpsScaling district sales team. Budget allocated for tools and data before new hires start.
Series B closed 3-14 months agoPast post-raise setup, executing on district expansion. Vendor evaluations peak here.
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.

04

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
CompanyContactSignalsFit
Acme Corp
Series B, 180 emp
Sarah Chen
VP Sales · Verified
GTM hire: 5d 3 roles open New VP Sales94
TechFlow
Series B, 310 emp
Marcus Rivera
CRO · Verified
New CRO: 38d CRM migration 4 GTM roles91
BuildRight
Series A, 125 emp
Priya Patel
Head of Sales · Verified
Hiring: 11d Funded 6mo ago87
SignalStack
Series B, 240 emp
James Kim
VP Revenue · Verified
4 GTM roles G2 comparison84
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.