Track when former buyers, users, and champions join new companies, then build a warm-entry account brief and outreach angle before the relationship goes cold.
A prioritized list of past champions at new ICP-fit companies with account context, relationship history, outreach angles, and CRM-ready follow-up tasks.
Quick view
Check the audience, core tools, and access before you start the detailed steps.
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Core tools
6 tools used across the workflow.
Access
Why this works
A past champion at a new company is not a normal cold lead. They already understand the category, remember the product or problem, and may bring old pain into a new organization. The mistake most teams make is treating job changes as a generic congratulatory email instead of researching whether the new account has a real buying reason.
Expected results
Signals reviewed
10-30 job changes per month
This is a realistic range for teams with a meaningful base of former customers, users, prospects, and closed-lost contacts.
Research time saved
4-6 hours per review cycle
The workflow centralizes job-change detection, enrichment, ICP filtering, account research, and first-draft messaging instead of forcing reps to investigate each signal manually.
Rep actionability
Prioritized warm-entry briefs
Each signal is filtered by account fit and relationship strength before it reaches sales, which makes the output more useful than raw job-change alerts.
Pipeline quality
Warmer account entry points
Preview the open steps, then unlock the remaining implementation details and prompts.
The outreach starts from a real prior relationship and a researched account reason, not a generic cold list.
Step-by-step workflow
The first 2 steps are open. Pro unlocks the remaining steps, copy-paste prompts, pro tips, tool-by-tool setup guidance, and implementation details.
45-60 min
45-60 min
Start by segmenting historical contacts into useful groups: closed-won buyers, product admins, power users, high-NPS users, open opportunity contacts, and closed-lost evaluators. Pull these contacts from HubSpot and mark relationship strength, prior account, prior role, product exposure, and last meaningful interaction. Do not track every contact equally. The goal is to separate people who merely attended a webinar from people who could credibly restart a buying conversation somewhere new.
A prioritized champion-tracking source list organized by relationship strength and commercial value.
Closed-lost contacts are underrated. If they liked you but lost internally to timing, budget, or politics, their next company may be a better fit than the original account.
45 min
45 min
Use UserGems to identify which tracked contacts changed jobs and where they landed. Push those signals into Clay and enrich the new employer with company size, industry, geography, funding, tech stack, hiring signals, and whether the company fits your ICP. Remove job changes that look interesting emotionally but weak commercially.
A filtered list of past champions who moved into commercially relevant accounts.
Create a simple score: relationship strength plus new account fit plus title relevance. A beloved former user at a bad-fit company should not outrank a decent former evaluator who just became a Director at a perfect-fit account.
Pro workflow preview
Previewing 2 of 8 steps
Get the remaining 6 steps, copy-paste prompts, pro tips, tool-by-tool setup guidance, and ongoing workflow and prompt releases.
$9/month
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