ICP Playbook

How to find Series B Logistics Tech companies hiring for RevOps

A logistics tech company hiring RevOps is building pipeline infrastructure for high-volume SMB sales. Lead routing, scoring, and CRM automation are being set up 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.

18moRequired

Funding recency

After 18 months, SMB sales tools are locked. Budget for new tooling peaks months 3-14 post-raise.

How to verify

Crunchbase: Series B + last 18 months + logistics.

80-400Required

Headcount

Under 80: founder-led sales. Over 400: mature SMB team with entrenched tools and processes.

How to verify

LinkedIn company page: check employee count.

3+Required

Open GTM roles

High-volume SMB motion requires many reps. Three or more GTM roles means they are scaling fast.

How to verify

Greenhouse/Lever: filter for sales or SDR titles.

SMB

Sales motion type

JD mentions SMB, velocity sales, or high-volume outbound. This motion needs routing and scoring.

How to verify

Read JD for SMB, velocity, or high-volume mentions.

$5-30M

ARR range

Below $5M: too early for ops. Above $30M: established with entrenched high-volume tools.

How to verify

Crunchbase estimates or ~$100K ARR per employee.

ⓘ

Scoring shortcut: Logistics tech companies posting RevOps + 3 or more SDR roles are building high-volume outbound. Highest urgency for pipeline tooling.

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.

FreightWaves SONAR

Industry Intelligence~30 min$$$

✓

Tracks logistics and supply chain companies by market activity. Identifies which companies are growing and investing in technology-driven sales.

✗

Focused on freight market data, not company firmographics. Expensive subscription. Better for market context than company discovery.

Crunchbase Pro

Funding + Firmographics~45 min$49/mo

✓

Filter by Series B + last 18 months + logistics/supply chain technology. Export company name, funding, headcount.

✗

Focused on freight market data, not company firmographics. Expensive subscription. Better for market context than company discovery.

LinkedIn Sales Navigator

People + Hiring~60 min$99/mo

✓

Real-time RevOps job postings. People search finds VP Sales or Head of Revenue. JDs reveal high-volume vs enterprise sales motion.

✗

No funding data. Logistics tech is a broad category. Many results will be actual logistics companies, not tech vendors.

MODEX/ProMat Exhibitor Lists

Conference + Intent~20 minFree

✓

Major supply chain conference exhibitor lists. Logistics tech companies exhibiting are investing in sales growth. New exhibitors signal expansion.

✗

Biennial events. Lists go stale. Mixes hardware and software vendors.

4-5h

Total manual time per list build. Logistics tech has a fragmented market: expect more companies but lower individual ACV.

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 routing and scoring for high-volume sales. This hire selects tools in 90 days.
3+ SDR/AE roles posted alongside	Scaling high-volume outbound. Need tools for lead routing, scoring, and sequence management.
Series B closed 3-14 months ago	Past post-raise setup, executing on SMB expansion. Tool 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.