Account-Based Prospecting: Find Key Decision-Makers in Your Target Companies

You already know which companies you want to target? Now it’s time to find the right people inside them.

I created a playbook that will show you how to automate a two-step account-based workflow using PhantomBuster + LinkedIn Sales Navigator to build highly qualified lead lists for your outreach.

Step 1: Create an Account Search in Sales Navigator

Start by creating a company-level search in Sales Navigator based on your ICP:

• Define your industry, location, and company headcount range (e.g. 30–50 employees).
• Add any other relevant filters such as growth, technologies, or recent activities.

Once you apply your filters, you’ll get a list of companies that perfectly match your target criteria.

Step 2: Export Your Target Companies

Now that your search is ready, it’s time to extract and save these accounts.

• Use the Sales Navigator Search Export Phantom to export all the companies from your search.
• This will give you a CSV file with company name, URL, and ID.

👉 If you have a Sales Navigator Advanced plan:
You can upload this CSV directly back into Sales Navigator as an Account List.
Just map the columns (Company Name, Company ID, Company URL) and save it.

👉 If you don’t have an Advanced plan:
No worries. You can manually save companies page by page into a new Account List in Sales Navigator. It'll take you a couple of minutes as you need to go through all the pages, but it's definitely worth it!

Either way, you’ll end up with a curated list of target accounts.

Step 3: Find Decision-Makers Inside Those Accounts

Now that you have your target companies, it’s time to find the people who make the decisions.

• Open Sales Navigator Search Export again.
• This time, switch to a Lead Search, and under the “Account List” filter, select the one you just created.
• Add your job title filters, for example: CEO, Founder, Owner, Head of Sales, etc. But also any other filters you need to find your Persona.

Launch the Phantom, and voilà. You’ll automatically extract all the key contacts working within your target accounts.

Why this Playbook works

This workflow lets you go from broad account targeting to precise contact lists in just a few clicks.

✅ Identify the right companies.
✅ Extract the relevant decision-makers automatically.
✅ Build focused, high-quality lists for targeted outreach.

Perfect for Account-Based Prospecting (ABM), where precision and relevance win every time.

👉 Explore the Playbook on PhantomBuster

And if you have any question, please reach out to me on LinkedIn : Nathan Guillaumin