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Overview

Account Segments define your ideal customer profile (ICP) criteria. Each segment describes a type of company you want to target — the requirements it must meet and the characteristics that make it an even better fit. Segments are used in prospecting motions to control which accounts receive outreach.

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Where segments are used

FeatureHow segments apply
Prospecting motionsEach motion targets one or more account segments, focusing outreach on companies that match
Account scoringSegment criteria inform how accounts are evaluated and prioritized

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How to create a segment

  1. Navigate to Settings and open the Account Segments section.
  2. Click Add Segment.
  3. Fill in the fields:
    • Name (required) — A descriptive label (e.g., “Mid-Market SaaS”, “Enterprise FinTech”).
    • Requirements — Describe the hard criteria a company must meet to qualify for this segment. Be specific: industry, employee count, tech stack, geography, or any other firmographic or behavioral criteria.
    • Nice to Haves — Describe characteristics that make a company an even stronger fit but are not required. These help the AI prioritize within the segment.
  4. Click Save.

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Writing effective segment definitions

The AI reads your segment descriptions when evaluating companies and generating tasks. Specificity matters. Good segment definition:
  • Name: Mid-Market B2B SaaS
  • Requirements: B2B SaaS company. 200–2,000 employees. North America or Europe. Uses Salesforce as CRM. Has a dedicated sales team of at least 10 AEs.
  • Nice to Haves: Recently raised Series B or later. Has Gong or similar call recording tool. Growing headcount in sales roles over the past 6 months.
Bad segment definition:
  • Name: Good Companies
  • Requirements: Companies that could use our product.
  • Nice to Haves: Big ones.

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How to edit or delete a segment

  • Edit: Click the edit icon on a segment row. Modify any field and click Save.
  • Delete: Click the delete icon. A confirmation dialog appears before deletion.

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Constraints

  • Segment name is required. Requirements and Nice to Haves are optional but strongly recommended for AI quality.
  • Deleting a segment does not affect existing prospecting tasks that were generated while the segment was active.
  • Changes to segments take effect on the next prospecting task generation cycle.

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FAQ

Create one segment per distinct ICP you target. Most teams have 2–4 segments (e.g., Enterprise, Mid-Market, or split by vertical). Avoid creating overlapping segments — if two segments would match the same companies, consolidate them.
Yes. A segment can be assigned to any number of prospecting motions.
No. Segments are used in prospecting task generation only. Deal tasks are generated based on deal context, not segment criteria.