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ABM Playbook

Penetrate strategic accounts with surgical precision — from a named-account list to a multi-threaded buying committee.
No named-account list yet? This recipe starts from a known company list. If you instead want to generate the list of decision-makers from an ICP definition (industry + size + persona), use the ICP List Building recipe which is built around the Find People endpoint.
The Challenge: You have a list of 500 “Dream Accounts” (ICP) in your CRM. The Old Way: Your SDRs spend days manually searching LinkedIn, copying random emails, and hitting “Send” to whoever they find. The Blitz Way: Automate the entire breakthrough process. Identify the buying committee, verify their data, and enroll them in sequences---instantly. This playbook demonstrates how to build an Account Breakthrough Engine using BlitzAPI.

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The Stack

  • Orchestrator: n8n or Make (to glue everything together).
  • Data engine: BlitzAPI (Waterfall ICP + Enrichment).
  • Source of truth: HubSpot / Salesforce (input).
  • Execution: Smartlead / Lemlist (cold email).

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The Workflow

We will move from a “Target Account List” to “Active Conversations” in up to 5 automated steps.
BlitzAPI’s Waterfall ICP endpoint takes a company_linkedin_url as its primary input — not a domain. A LinkedIn URL is the only reliable company identifier in our dataset. See Step 1 for how to handle both cases.
1

0. Resolve the Company LinkedIn URL (if needed)

Your CRM account record must provide a Company LinkedIn URL to run the Waterfall search.
  • If the CRM stores the LinkedIn URL directly: use it as-is — skip to Step 1.
  • If only a domain is stored (e.g., stripe.com): call POST /v2/enrichment/domain-to-linkedin first to resolve it into a Company LinkedIn URL.
POST /v2/enrichment/domain-to-linkedin
{ "domain": "stripe.com" }
This returns the canonical company_linkedin_url to use in the next step.
2

1. Input: The Target List

Your workflow pulls the target accounts from your CRM. For each account, you now have a company_linkedin_url (either stored directly or resolved in Step 0).
3

2. The 'Waterfall' Penetration

We don’t just want any contact. We want the Economic Buyer first, then the Champion.Send the company_linkedin_url to BlitzAPI with a strict priority hierarchy:
  1. Tier 1: C-Level & VPs (The Decision Makers).
  2. Tier 2: Directors (The Champions).
  3. Tier 3: Managers (The Entry Points).
4

3. Enrich Emails & Phones

Pass each matched linkedin_url to POST /v2/enrichment/email (and /v2/enrichment/phone for US contacts). Emails are verified at source and re-tested every 30 days — no separate validation step needed.
5

4. Contextual Sync

Push data back to the CRM with context tags:
  • Tag: Tier 1 - Decision Maker
  • Tag: Tier 2 - Champion
This allows Smartlead/Lemlist to send different scripts to the VP (Strategic value) vs. the Manager (Operational pain).

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Waterfall Configuration

This is the brain of the operation. By setting max_results: 5, we ensure we penetrate the account with multiple touchpoints without spamming the entire directory. Endpoint: POST /v2/search/waterfall-icp-keyword 
{
 "company_linkedin_url": "https://www.linkedin.com/company/target-account",
 "cascade": [
   {
     "include_title": ["Chief Revenue Officer", "CRO", "VP Sales", "Head of Growth"],
     "location": ["US", "GB"],
     "include_headline_search": false
   },
   {
     "include_title": ["Sales Director", "Director of Business Development"],
     "location": ["US", "GB"],
     "include_headline_search": true
   },
   {
     "include_title": ["Sales Manager", "Account Executive Team Lead"],
     "location": ["US", "GB"],
     "include_headline_search": false
   }
 ],
 "max_results": 5
}
Pro Tip: Notice the max_results: 5. BlitzAPI will fill these 5 slots starting from the top of your cascade. If it finds 5 C-Levels, it stops there. If it only finds 1 C-Level, it fills the remaining 4 slots with Directors. You always get the best possible seniority mix.

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Why the Unlimited Model Enables This

Traditional per-call providers make this strategy prohibitively expensive at scale. With BlitzAPI’s flat monthly subscription:
  • No metering: run the playbook on 1,000 or 100,000 accounts for the same price.
  • Refresh anytime: re-run quarterly to catch job changes and new hires without watching a meter.
  • Multi-thread freely: pull 5 personas per account instead of 1 to maximize reply rates.

Start Building in n8n

See our n8n templates to orchestrate this flow.

Start Building in Clay

Prefer spreadsheets? Run this logic inside Clay.