Personas help you identify and engage with the right people at your target accounts by defining groups of contacts who share common job functions, responsibilities, or characteristics. Configure personas to automatically find relevant contacts and generate role-specific content.

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What are Personas?

Personas are defined groups of people within organizations that share common characteristics:
  • Job functions and responsibilities (DevOps teams, sales leaders, security professionals)
  • Organizational levels (executives, directors, managers, individual contributors)
  • Decision-making authority (budget holders, technical influencers, end users)
  • Department affiliations (engineering, operations, finance, marketing)
Personas must be configured in Settings → Personas to appear in the Contacts tab. The system identifies individuals whose job titles and roles match your defined persona criteria.

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Persona Components

Contact Discovery

Automatically identify relevant contacts at target companies based on role and level

Content Personalization

Generate role-specific messaging and content tailored to different stakeholders

Stakeholder Mapping

Organize contacts by influence and decision-making authority in the buying process

Outreach Strategy

Structure sales efforts and multi-threading approaches based on job function

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Why Personas Matter for Sales

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Multi-Threading Strategy

Personas enable you to:
  • Systematically identify all relevant stakeholders in complex B2B sales cycles
  • Ensure you’re engaging with both technical influencers and business decision-makers
  • Map the complete buying committee rather than relying on single-threaded relationships
  • Develop relationships across multiple organizational levels and departments

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Personalized Engagement

Well-defined personas help you:
  • Create role-specific messaging that resonates with each stakeholder’s priorities
  • Generate appropriate discovery questions for different types of contacts
  • Tailor value propositions to what matters most to each persona
  • Adapt communication style and content depth to audience preferences

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Persona Configuration

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Setting Up Personas

1

Define Persona Name

Create descriptive names like “Technical Decision Makers” or “Security Leadership”
2

Select Department

Choose the primary department or functional area where this persona operates
3

Set Contact Limits

Define maximum number of contacts to find per account for this persona
4

Configure Job Levels

Select applicable organizational levels (Executive, VP, Director, Manager, Individual Contributor)
5

Add Keywords

Include job titles, functions, and role-specific terms for contact identification
6

Select Dataset

Choose which sales collateral to use when generating content for this persona

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Job Level Selection

  • C-Suite: CEO, CTO, CISO, CMO, CFO
  • SVP/EVP: Senior Vice President, Executive Vice President
  • Decision Authority: Budget approval, strategic direction
  • Engagement Focus: Strategic business outcomes, competitive advantage, ROI

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Keyword Strategy

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Persona Examples and Applications

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Technical Decision Maker Persona

  • Name: Technical Leadership
  • Department: Engineering/IT
  • Job Levels: VP, Director, C-Level
  • Keywords: CTO, Chief Technology Officer, VP Engineering, Director of IT, Technical Director, System Architecture
  • Max Contacts: 5
  • Dataset: Technical capabilities and integration benefits

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Business Decision Maker Persona

  • Name: Business Leadership
  • Department: Operations/Strategy
  • Job Levels: VP, Director, C-Level
  • Keywords: COO, VP Operations, Director Strategy, Business Development, Digital Transformation
  • Max Contacts: 3
  • Dataset: Business outcomes and ROI-focused content

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End User Persona

  • Name: DevOps Engineers
  • Department: Engineering
  • Job Levels: Manager, Individual Contributor
  • Keywords: DevOps Engineer, Site Reliability Engineer, Platform Engineer, Infrastructure Engineer
  • Max Contacts: 10
  • Dataset: User experience and workflow improvement content

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Best Practices for Persona Management

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Strategic Persona Design

Create personas that align with your typical buying committee structure. Too many personas can create confusion, while too few may miss important stakeholders.
  1. Start with Your ICP: Base personas on your most successful customer profiles
  2. Map the Buying Committee: Include technical influencers, business decision-makers, and end users
  3. Consider Company Size: Adjust persona definitions for enterprise vs. mid-market accounts
  4. Regular Refinement: Update personas based on successful sales patterns

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Contact Limit Strategy

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Integration with Sales Process

Personas enhance your sales effectiveness by:
  • Prospecting: Systematically identify all relevant stakeholders for comprehensive account coverage
  • Research: Generate persona-specific insights and talking points before meetings
  • Multi-Threading: Build relationships across the entire buying committee simultaneously
  • Content Creation: Produce role-appropriate emails, call scripts, and presentation materials
  • Deal Strategy: Navigate complex sales cycles with clear stakeholder mapping and engagement plans

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Quick Actions

Configure Personas

Set up personas aligned with your buying committee structure

Find Contacts

Discover persona-based contacts at your target accounts

Generate Content

Create persona-specific messaging and outreach materials