Signals
Job-change plays that book meetings
Not “congrats on the new role.” Champions who moved, plus job listings. 17% reply, ~10% meetings.
The loop
- 01Capture job-change + listings + usageOne identity. Tag champions from product usage automatically.
- 02Filter for a reason to meetRecent org change × champion or buyer × new-company listings (or prior-employer competitor).
- 03Auto-replenish a Salesforce-owner segmentOne segment, replicated per SDR book. Slack when members appear.
- 04Burn down buyers, not every moverEconomic buyers / ICP first. End users are intel, not a close plan.
- 05Enrol in a play-specific sequencePrior relationship, usage, and the new company’s jobs — never the title change alone.
Florin Tatulea’s SDR team at Common Room treated job changes as a trigger plus context, not a reason to email. Former product champions are 3× more likely to become customers than cold prospects; their job-change plays averaged ≥17% reply and ~10% booked meetings — about 2× cold. The move is never “congrats on the new job.”
Play 1: former champions whose new company is posting jobs that mention complementary tools (Outreach and other sales-execution platforms, in their case). Identity + waterfall enrichment, champion tags from product usage, auto-replenishing Salesforce-scoped segments, Slack, then Outreach with relationship and job-listing context. Play 2: job-changers whose previous employer ran a competitor. If the only fact you have is the title change, you do not have a play.