Compile Your Target Account List

This blueprint outlines a step-by-step approach to building a target account list that supports account-based strategies at scale. It shows how to combine ICP definition, fit modeling, and in-market signals to identify high-potential accounts, then tier them to guide resource allocation. By validating the list with GTM stakeholders and operationalizing it across systems, teams can move from fragmented account selection to a shared, trusted source of truth that improves focus, alignment, and pipeline quality.

Best For

• Revenue and GTM leaders aligning Sales, Marketing, and CS around account-based strategy

• CROs and founders seeking better focus and predictability in pipeline generation

• RevOps and GTM operations teams responsible for data, segmentation, and reporting

• Marketing leaders running account-based marketing or demand programs

• Sales leaders and SDR teams prioritizing outreach and territory planning

• Scaling SaaS companies moving from volume-led to account-led growth motions

Key Takeaways

• A target account list only works when it is trusted and adopted across teams.

• Fit alone is not enough; in-market signals turn accounts into active opportunities.

• Tiering accounts clarifies where and how resources should be invested.

• Shared ownership prevents Sales, Marketing, and CS from working in silos.

• Operationalizing the list in core systems makes execution measurable.

• Regular review keeps the list aligned with market changes and performance data.