Finding Key Decision Makers

A List of perfect-match companies only becomes outreach once you know who to contact. Key Decision Maker (KDM) enrichment finds the right person at each company and their contact details — name, LinkedIn, and email — so you can go straight from List to Campaign.

These are just Columns under the hood, but they're the highest-value ones you'll add, so they're worth getting right.

The three you want

Add one column per data point, in this order — KDM Name first, then LinkedIn and Email referencing it.

1. KDM Name

The KDM Name column does the searching, by role. Copy this, swap in the role you're targeting, and run:

Find the full name of the CEO of the company. If the CEO cannot be found, try looking for the Founder or the Managing Director.

Return as text. Example: 'Jane Doe'

2. LinkedIn — references the KDM Name column

Don't make LinkedIn re-search for the role. Point it at the KDM Name column you just filled (type @ in the prompt to reference another column) so the agent looks up that specific person:

Find the LinkedIn profile URL of @KDM Name at @Company.

Return as URL. Example: 'https://www.linkedin.com/in/jane-doe'

3. Email — references the KDM Name column

Same idea — reference the KDM Name (and the company domain) so the agent searches for the right person's email, with the general-address fallback:

Find the professional email address of @KDM Name at @Company, using @Domain as a supporting reference. If no direct professional business email can be found, return the company's general email (info@, contact@, hello@, sales@, or a similar role-based address on the company domain) instead of nothing. Always attempt the professional email first before falling back.

Return as text. Example: 'jane.doe@example.com'

Name several roles, not just one

The right title varies by company — a startup has a Founder, a mid-market firm has a VP Sales, an SMB has an Owner. Name your primary role and a couple of sensible alternates in the KDM Name prompt (as the example above does with "CEO… or the Founder or the Managing Director"). Saleshunt searches for the first, then falls back to the others, so you get a real person at more companies instead of blanks where the exact title didn't exist.

When the personal email isn't there

Personal business emails aren't always public. When Saleshunt can't find one, the email prompt falls back to the company's general inbox — typically something like info@ or sales@.

So the practical pattern is:

1. Run the Email column — Saleshunt returns the personal email where it exists, the general inbox where it doesn't
2. For rows with a personal email, reach the person directly
3. For rows with only a general inbox, still reach out — address the message to the named decision-maker so it gets routed internally

Getting a lot of "unknown"? Start here

The most common reason a Name column comes back empty isn't that no one exists — it's that the prompt asked for an exact title and threw away a perfectly good near-match.

What's happening: you ask for, say, "commercial director / sales director / head of sales" in one country. The agent often does find a relevant person — a Sales Manager, a Country Manager Benelux, an Area Sales Manager — but discards them because the title doesn't match exactly. The cell shows "unknown".

Why it cascades: because your LinkedIn and Email columns reference the KDM Name column as a dependency, an empty name leaves all three blank. One strict prompt, three empty columns. Hover the warning triangle on an "unknown" cell, or open Cell Details, and you'll often see the person the agent found and rejected.

The fix — widen the role. List your preferred titles, then explicit fallbacks, then accept regional or group-level contacts:

Find the most senior commercial or sales lead at the company in the Netherlands. Preferred: commercial director, commercial manager, sales director, head of sales, CEO. If none of those exist, take the closest role: sales manager, country manager, regional or area sales manager, business development manager, or managing director / owner. If only a Benelux or group-level contact exists, give that. Return the name and job title.

Then re-run the KDM Name column with the LinkedIn and Email cells selected too — once a name is found, those fill in alongside it instead of staying blank (they reference @KDM Name, so they were only empty because the name was).

Next steps