ICP Playbook

How to find Series B HR Tech companies hiring for RevOps

An HR tech company hiring RevOps is moving from self-serve to enterprise sales. Their entire outbound 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 HR tech stack is locked. Tooling budget peaks months 3-14 post-raise.

How to verify

Crunchbase: Series B + last 18 months + HR tech.

80-400Required

Headcount

Under 80: pure PLG, no sales ops. Over 400: mature team with entrenched vendors.

How to verify

LinkedIn company page: check employee count.

2+Required

Open GTM roles

Two or more GTM roles signals the PLG-to-outbound transition. They need sales infrastructure.

How to verify

Greenhouse/Lever: filter for sales or GTM titles.

Mid-Mkt

Moving upmarket

JD mentions mid-market or enterprise expansion. Moving from SMB self-serve to larger deals.

How to verify

Read JD for mid-market, enterprise, or upmarket mentions.

$5-30M

ARR range

Below $5M: pure PLG. Above $30M: established sales with locked vendors. Sweet spot is $5-30M.

How to verify

Crunchbase estimates or ~$120K ARR per employee.

ⓘ

Scoring shortcut: HR tech companies posting both RevOps and AE roles simultaneously 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.

SHRM Vendor Directory

Industry Database~30 minFree

✓

Lists HR technology vendors by category (payroll, benefits, recruiting, LMS). Reveals company maturity and target buyer persona.

✗

No funding data or hiring signals. Not all HR tech companies are SHRM members.

Crunchbase Pro

Funding + Firmographics~45 min$49/mo

✓

Filter by Series B + last 18 months + HR tech / workforce management. Export company name, funding, headcount.

✗

No funding data or hiring signals. Not all HR tech companies are SHRM members.

LinkedIn Sales Navigator

People + Hiring~60 min$99/mo

✓

Real-time RevOps job postings. People search finds VP Sales or CRO. Jobs tab shows PLG-to-outbound transition signals in JDs.

✗

No funding data. Cannot filter by HR tech vertical or sales motion type.

HR Tech Conference Exhibitors

Conference + Intent~20 minFree

✓

HR Tech Conference exhibitor lists show companies investing in sales and marketing. Booth size correlates with budget. New exhibitors signal growth mode.

✗

Annual event. Lists go stale. Not all growing HR tech companies exhibit.

4-5h

Total manual time per list build. HR tech companies are well-funded but harder to identify because the category spans payroll, benefits, recruiting, and LMS.

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	Building outbound ops. This hire selects tools in their first 90 days.
3+ GTM roles posted alongside RevOps	First outbound team build. Budget for tools, data, and sequences is allocated.
Series B closed 3-14 months ago	Board pushing for outbound revenue. Tool selection and 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.

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.