ICP Playbook

How to find Series B Martech companies hiring for RevOps

A martech company hiring RevOps knows exactly what good tooling looks like. They are rebuilding their own stack to practice what they preach.

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 martech stack is built. Budget for new tooling peaks months 3-14 post-raise.
How to verify
Crunchbase: Series B + last 18 months + martech.
80-350Required
Headcount
Under 80: PLG only, no outbound budget. Over 350: mature ops with entrenched vendor relationships.
How to verify
LinkedIn company page: check employee count.
2+Required
Open GTM roles
Two or more GTM roles signals transition from PLG to outbound. They need ops infrastructure.
How to verify
Greenhouse/Lever: filter for sales or GTM titles.
PLG+Sales
Hybrid motion
JD mentions managing both product-led and sales-led funnels. Dual motion needs dedicated ops.
How to verify
Read JD for PLG, self-serve, or hybrid motion mentions.
$5-30M
ARR range
Below $5M: pure PLG, no sales ops. Above $30M: mature ops team with locked vendor stack.
How to verify
Crunchbase estimates or ~$130K ARR per employee.
ⓘ

Scoring shortcut: Martech companies with both PLG and outbound motion and a RevOps role posted in the last 14 days are your highest-converting accounts.

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.

G2 Martech Category
Market Intelligence~30 minFree
✓

Browse martech companies by category (email, analytics, CRM, ABM). See company size, review volume, and growth trajectory. High review activity signals active sales motion.

✗

No funding data. Limited firmographic filtering. Review counts do not always correlate with company stage.

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

Filter by Series B + last 18 months + marketing technology. Export company name, funding, date, headcount. Your starting universe.

✗

No funding data. Limited firmographic filtering. Review counts do not always correlate with company stage.

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

Real-time RevOps job postings. People search finds VP Sales or CRO. Jobs tab shows open GTM roles with tool stack requirements.

✗

No funding data. Cannot filter by martech vertical or PLG vs sales-led motion.

ChiefMartec Landscape
Industry Map~20 minFree
✓

The martech landscape maps 11,000+ tools by category. Cross-reference with your Crunchbase list to identify which sub-category each company operates in.

✗

Static annual snapshot. No funding, hiring, or company size data. Useful only for classification.

4-5h

Total manual time per list build. Martech companies are well-indexed but harder to qualify because PLG and sales-led look different.

03

Signal priority

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

SignalWhat it means
RevOps role posted in last 14 daysThey are building ops infrastructure for outbound. This hire selects the tools in their first 90 days.
3+ GTM roles posted alongside RevOpsTransitioning from PLG to outbound. Budget allocated for sales team and supporting tools.
Series B closed 3-14 months agoBoard is pushing for outbound revenue. Tool evaluations and vendor selection 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.