ICP Playbook

How to find Series B Construction Tech companies hiring CRO

Professionalizing sales from founder-led to CRO-led. Here's how to find them, qualify them, and time your outreach.

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, the stack is built and vendor relationships are locked.
How to verify
Crunchbase: Series B + last 18mo + construction tech.
60-300Required
Headcount
Under 60: founder-led field sales. Over 300: established regional team.
How to verify
LinkedIn company page: check employee count.
2+Required
Open cro roles
Two or more cro roles means building a team, not backfilling.
How to verify
Greenhouse/Lever: filter for cro titles.
GC/Sub
Buyer segment
JD specifies general contractors, subcontractors, or owners. Each has different cycles.
How to verify
Read JD for GC, subcontractor, or owner mentions.
$4-25M
ARR range
Below $4M: pre-PMF field sales. Above $25M: established with multi-year contracts.
How to verify
Crunchbase estimates or headcount proxy.
ⓘ

Scoring shortcut: Series B Construction Tech companies with cro roles and 2+ other GTM roles open are in the top 2% by conversion probability.

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.

ENR Top Lists
Industry Rankings~30 minFree
✓

Engineering News-Record ranks construction companies. Cross-reference to find tech vendors.

✗

Ranks construction companies, not tech vendors. Requires cross-referencing.

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

Filter by funding stage and construction technology. Export company details.

✗

Ranks construction companies, not tech vendors. Requires cross-referencing.

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

Real-time job postings. Construction tech JDs reveal field-to-inside transition signals.

✗

No funding data. Many results will be actual construction companies.

ABC Member Directory
Trade Association~20 minFree
✓

Associated Builders and Contractors member list. Tech vendors who are members sell into the industry.

✗

Not all contech companies are ABC members.

4-5h

Total manual time per list build across all 4 sources. Does not include email verification, CRM deduplication, or lead routing.

03

Signal priority

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

SignalWhat it means
CRO role posted in last 14 daysFull revenue org rebuild under single leader. Every tool will be re-evaluated.
Sales + marketing roles posted alongsideUnified revenue function being built. Budget for cross-functional tools allocated.
Series B closed 3-14 months agoBoard mandate to professionalize GTM. CRO will own the entire stack.
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.