Buying Committee Roles: Sort Job Titles with AI

What you'll get

1 copy-ready blocks
1 table
4 min read

Job titles to committee roles

How to use it

The hack

paste your contact export into an AI assistant and have it sort every job title into one of six buying committee roles, with a reason for each row. Then read the result by account, not by row.

The hack: paste your contact export into an AI assistant and have it sort every job title into one of six buying committee roles, with a reason for each row. Then read the result by account, not by row.

The prompt

Job titles to committee roles

You are sorting a contact list into buying committee roles for a B2B sale.
We sell [what you sell] to [type of company]. The budget usually sits with
[function].

Roles:
- Budget owner: can approve the spend
- Problem owner: runs the team that feels the problem day to day
- Technical evaluator: judges fit with systems, data or security
- User: will use what we deliver
- Procurement or finance: terms, supplier checks, payment
- Not in the committee: unlikely to take part in this decision

For each row below, return: company, name, job title, role, and a reason of
no more than 10 words based only on the title. If the title does not make the
role clear, write "unclear" and say why. Do not guess from the company name or
from anything outside the title.

Then, for each company, list which of the first five roles have no one, and
which role you would look for first.

Rows (company, name, job title):
[paste up to 100 rows at a time]

Paste in batches of about 100 rows. Long lists in one go are where assistants start skipping rows; check the count that comes back.

What comes back (illustrative, not real companies)

Company	Job title	Role	Reason
Harbourline Foods	VP Finance Transformation	Budget owner	Senior finance, owns change budget
Harbourline Foods	ERP Systems Lead	Technical evaluator	Owns the system we connect to
Harbourline Foods	Head of Group Procurement	Procurement or finance	Supplier selection
Wrenfield Freight	Senior Software Engineer	Unclear	Could be a user or evaluator
Wrenfield Freight	Talent Acquisition Partner	Not in the committee	Hiring, not this decision

Gap list: Harbourline Foods has no problem owner; look for the head of finance operations. Wrenfield Freight has no budget owner, problem owner or procurement; three of its four rows are engineers.

What to do with it

Sort the sheet by company, then by role. Count the roles filled per account.
Fix the gaps before outreach. An account with only engineers needs a budget owner and a problem owner found first.
Check every "unclear" row by hand on the person's profile. Titles like "Manager, Strategy" mean different things in different companies.
Copy each account's roles into its buying committee map, so the next message goes to the right person with the right question.

Check before you trust it

The row count that came back matches the row count you pasted.
Every role has a reason drawn from the title alone.
Your rules allow contact data to be pasted into this tool. If unsure, remove names and keep company and title only.
Senior titles at small companies were checked by hand. A "Head of IT" at 40 staff is often the budget owner too.

Three mistakes to avoid

Trusting seniority as the role. A VP can sit outside the decision, and a manager can own the problem. Ask what the title says they do.
Reading the result row by row. The point is the gap list per account.
Sending to everyone it labels as a role. Choose two or three people per account and write to each about their own concern.

Make it a habit: run the sort every time a new export lands, and do not start outreach to an account until at least three of its five roles have a name.

Why this works on named accounts

A contact export treats every row as a separate lead: 500 names, 500 sends. Sorted by account and role, the same file tells a different story. You see which companies have a budget owner, a technical evaluator and a user on file, and which have three junior engineers and nobody who can say yes. The value is not the sort itself. It is the gap list: the accounts where you need one more person before anyone sends anything.

How account-based selling works →

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2. For each person, quote the line in the notes that supports it. If the notes do not say, write "not stated".
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Sort 500 Job Titles into Buying Committee Roles: An AI Sales Hack for Named Accounts