Configuring Personas
Title-Based Targeting
Define personas using specific job titles:
Example: Data Engineering Persona
- Include: “VP of Data”, “Head of Data Engineering”, “Director of Analytics”, “Chief Data Officer”
- Exclude: “Data Analyst”, “Junior Data Engineer”
- Seniority: Director and above
Example: Growth Marketing Persona
- Include: “VP of Growth”, “Director of Demand Generation”, “Head of Growth Marketing”
- Exclude: “Product Marketing”, “Content Marketing”, “Brand Marketing”
- Seniority: Manager and above
Keyword Matching
Add keywords that appear in LinkedIn profiles to refine targeting:
Example: RevOps Persona
- Titles: “VP RevOps”, “Director Revenue Operations”
- Keywords: “Salesforce admin”, “revenue architecture”, “sales operations”
- Exclude Keywords: “customer success operations”, “support operations”
This catches people with non-standard titles who still match your target profile.
Priority Ordering
Order personas by importance to your business:
- Priority 1: VP of Sales (highest value, hardest to reach)
- Priority 2: Director of Sales Operations (strong influence)
- Priority 3: Sales Development Manager (user/champion)
When Seam prospects, it fills contacts in priority order until reaching your specified limit per account.
Set how many people to find per account:
- High-value accounts (Tier 1): 5-7 contacts across all personas
- Mid-tier accounts (Tier 2): 3-5 contacts
- Programmatic accounts (Tier 3): 1-2 contacts
More contacts = better buying committee coverage but higher costs (credits per contact).
Start with 3 contacts per account. This ensures you’re not single-threaded but keeps costs manageable.
