ICP Playbook

How to find Series A Healthtech companies hiring AEs

A healthtech company hiring its first AEs is transitioning from founder-led sales to a dedicated team. Every tool in the stack is being selected now.

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.

12moRequired

Funding recency

Series A healthtech moves fast post-FDA clearance. After 12 months, first hires are made.

How to verify

Crunchbase: Series A + last 12 months + healthtech.

30-150Required

Headcount

Under 30: founder selling. Over 150: past first AE hire stage with established team.

How to verify

LinkedIn company page: check employee count.

2+Required

Open AE roles

Two or more AE roles means building a team, not hiring one closer for founder support.

How to verify

Greenhouse/Lever: filter for Account Executive titles.

B2B

Enterprise health sales

JD mentions health systems, hospitals, payers, or enterprise. Not consumer health apps.

How to verify

Read AE JD for hospital, health system, or payer mentions.

$1-8M

ARR range

Below $1M: pre-revenue pilot stage. Above $8M: past Series A growth. Sweet spot is $1-8M.

How to verify

Crunchbase or ~$80K ARR per employee at this stage.

ⓘ

Scoring shortcut: Healthtech companies posting AE roles with HIPAA compliance mentioned are selling to health systems. Highest ACV targets.

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.

HIMSS Vendor Directory

Industry Database~30 minFree

✓

Lists health IT vendors by category and company size. Reveals which companies target hospitals vs clinics vs payers.

✗

No funding or hiring data. Not all healthtech startups are HIMSS members.

Crunchbase Pro

Funding + Firmographics~45 min$49/mo

✓

Filter by Series A + last 12 months + healthtech/digital health. Export company name, funding, headcount.

✗

No funding or hiring data. Not all healthtech startups are HIMSS members.

LinkedIn Sales Navigator

People + Hiring~60 min$99/mo

✓

Real-time AE job postings. People search finds founders or first sales leader. JDs reveal health system vs SMB clinic focus.

✗

No funding data. Cannot filter by Series A or healthcare sub-vertical.

FDA 510(k) Clearance Database

Regulatory Intelligence~25 minFree

✓

Companies with recent FDA clearances are entering commercial phase. They need sales teams to bring cleared products to market.

✗

Only covers medical devices, not SaaS healthtech. No hiring data.

4-5h

Total manual time per list build. Healthtech Series A companies are harder to find because many are still in stealth or pilot phase.

Signal priority

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

Signal	What it means
2+ AE roles posted in last 14 days	Building first sales team for health system sales. Every tool is being selected now.
First VP Sales or Head of Sales hired	Transitioning from founder-led. This person selects every tool in the stack.
Series A closed 2-10 months ago	Post-raise, now commercializing. AE hiring peaks in this window.

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.