Find decision-makers at your companies

Once you have a list of target companies, Find decision-makers searches each of them for the people you want to reach, by title, seniority, function and location, and saves them to a lead list. It can find their work emails in the same run.

Before you start

• A company list with companies in it. Companies need a LinkedIn company page: rows captured from Sales Navigator or LinkedIn and rows added with their LinkedIn URL (for example from a file of LinkedIn company URLs) are ready.
• A connected LinkedIn account with Sales Navigator. See Use Sales Navigator.

Find decision-makers

1. Open the company list from Companies.
2. To search only some companies, select them. Otherwise every company in the list is searched.
3. Press Find decision-makers.
4. Describe who you're looking for:
   • Titles: type a title and press Enter or a comma, for example CEO, CTO, VP Engineering. Put - in front to exclude one, for example -Assistant.
   • Seniority: Owner, CXO, VP, Director, Manager, Senior, Entry or Training.
   • Function: Sales, Business Development, Marketing, Operations, Engineering, IT, Finance, HR or Entrepreneurship. Function finds people whatever their exact title says, in any language.
   • Location: leave it empty for any location.
5. Under People per company, choose Up to 1, 2, 3, 5 or 10.
6. Under Save to, choose New lead list or Existing lead list. A new list is named after your company list, followed by · decision-makers.
7. Tick Find work emails to find their emails as they're saved.
8. If you have more than one Sales Navigator account, pick one under Search with.
9. Press Find decision-makers.

The search runs in the background. Use Open list in the confirmation to watch the people arrive in the lead list. One run saves up to 10,000 people.

Companies are searched by their LinkedIn company page:

• Companies with a LinkedIn company ID (captured from Sales Navigator or LinkedIn, saved from a company page, or matched) are searched straight away, for free.
• Companies added only by their LinkedIn URL or vanity name (like linkedin.com/company/acme) are looked up first: 20 per company found, nothing when the page isn't found. The company's LinkedIn ID and details (website, industry, size, headquarters, description) are saved on the row, and its status becomes Enriched. Looking up the same company again within 30 days is free.
• Companies with only a website or a name aren't searched.

Before you start, the dialog shows how many companies need a lookup and the most it can cost, for example 4 companies need a LinkedIn lookup · up to 80 credits, and how many have no LinkedIn page yet.

Choosing good criteria

• Combine function and seniority rather than listing many titles. Sales plus VP and Director finds sales leaders whatever their title.
• Use titles for specific roles, such as Head of Procurement or RevOps.
• Keep People per company low (2–3) for a first pass. You can run it again with other criteria; people already in the list are skipped.

What it costs

The search uses your LinkedIn account like any capture and counts toward its daily cap. A large list can take a while, and pauses at the cap until the next day. See Daily caps and pacing.

After the search

The people land in a regular lead list. From there you can:

• Find emails for anyone without one.
• Filter by company, title or seniority, and export.
• On plans with AI features, score them against your ICP or write openers.