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An ICP (Ideal Customer Profile) is the shape of a company worth your time: the industry, headcount, location, tech stack, and signals that tell Sally “this account belongs in the queue.” Build a profile once in ICP Targeting, name it clearly, and reference it in any AI SDR agent, Prospector search, or campaign — so everything you run aims at the right accounts without re-entering the same filters. Find ICP profiles in AI Setup → Targeting → ICP Targeting. Your profiles appear as pills at the top of the page; clicking a pill loads that profile’s attributes and narrative in the detail panel to the right.

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What you can do

  • Stack multiple profiles — keep one ICP per motion (for example, “RevOps · DACH · 50–200” and “Fintech · US · Series B+”) and switch between them with the pill row.
  • Target on firmographics and signals — combine seven attribute types to define exactly what a fit looks like.
  • Add a narrative with Sally’s read — write one paragraph that tells Sally what the ICP feels like, beyond what the filters can express.
  • Filter by scope — view All, Personal, or Team-shared profiles.
  • Share with your team (team managers only) so teammates can target the same profile without recreating it.
  • Bulk-manage — enter Select mode to Clone, Delete, or Export JSON several profiles at once.
  • Reuse everywhere — saved ICPs appear in the AI SDR builder’s ICP picker and in Prospector, so your audience definition is consistent across every workflow.

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ICP targeting attributes

You do not have to fill every attribute. Add only the fields that define a genuine fit; an empty attribute simply is not used as a constraint.

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How to create an ICP profile

1

Open ICP Targeting

Go to AI Setup → Targeting → ICP Targeting. The left rail lists every AI Setup surface; the main area shows your existing ICP profiles as pills.
2

Start a new profile

Click New profile in the header. If you have no profiles yet, click + Add your first ICP. A drawer opens on the right.
3

Name the profile and write Sally's read

Give the profile a descriptive name. A good pattern is motion · region · size, for example RevOps · DACH · 50–200. Then add Sally’s read: one paragraph describing what this ICP feels like — why these accounts need what you sell, what pain they feel, and what good looks like.
Sally’s read is the most impactful field in the profile. A strong narrative — “These teams are drowning in manual reporting, have a RevOps hire on the job board, and are mid-way through a CRM migration” — gives Sally the context to write opening lines that feel researched, not templated. Go beyond restating the filters.
4

Add the targeting attributes

Fill the chip fields that define a fit. Type to search — each field suggests real values from the platform’s data:
  • Industries — add the sectors you target.
  • Company size — add one or more headcount ranges.
  • HQ location — add the countries or regions where target companies are based.
  • Company presence — add the markets where target companies operate.
  • Revenue range — add the ARR bands that qualify an account.
  • Technologies — add the tools a target account is likely running.
  • Skills — add the skills that signal an account is investing in your space.
5

Share with your team (optional)

If you are a team manager, toggle Share with team so the profile appears in your teammates’ ICP lists and becomes available in their agents.
6

Save the profile

Click Add. The profile appears as a pill and is immediately available in the AI SDR builder and Prospector.
HQ location and Company presence are intentionally separate. HQ matches where a company is incorporated or headquartered; Company presence matches where it has offices or operates. Use HQ for a strict “German company” target, and presence for “any company selling into EMEA.”

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How to edit, duplicate, or delete a profile

1

Select the profile

Click its pill in the switcher row. The attributes and Sally’s read load in the detail panel.
2

Edit it

Click Edit ICP to open the drawer. Edits auto-save about one second after you stop typing — watch the Saved / Saving… / Unsaved chip at the top of the drawer to confirm. The explicit Save button saves immediately and closes the drawer.
3

Duplicate it

With a profile selected, click Duplicate in the header to create an editable personal copy named with “(copy)” appended. This is also how you turn a read-only shared profile from a teammate into one you can edit freely.
4

Delete it

Open the profile and click Delete in the drawer, or use bulk Delete in Select mode. You are asked to confirm before anything is removed.

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How to bulk clone, delete, or export

1

Enter Select mode

Click Select in the profile row. The pills become checkboxes.
2

Check the profiles you want

Tick individual profiles, or use Select all in the action bar. A count shows how many you have picked.
3

Run a bulk action

Use the action bar to:
  • Clone — makes copies prefixed with “Clone - ”.
  • Export JSON — downloads a dated icp-profiles-YYYY-MM-DD.json file. The file includes targeting fields only — no internal ownership flags — making it safe to share or back up.
  • Delete — removes selected profiles you own. Click Done to leave Select mode.

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How to put an ICP to work

1

Use it in an AI SDR agent

In the AI Builder, the ICP picker lists your saved profiles. Selecting one sets the agent’s enrollment trigger so Sally only works accounts that match that profile’s attributes.
2

Use it in Prospector and campaigns

Reference the same ICP when you run a Prospector search or build a campaign. Your audience definition stays consistent across every workflow — no re-typing filters each time.
Very narrow ICPs can return zero matching accounts. If a search or agent audience comes back empty, widen a filter — loosen the company-size range or add a few more industries — and check the audience count before launching the agent.

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FAQ

A Personal profile is visible only to you. A Team profile has been shared by you or a teammate and appears in everyone’s list. Use the All / Personal / Team scope filter to switch views. Only team managers can share a profile.
That profile was shared by a teammate, and only the owner can edit or delete it. Click Duplicate to create your own editable personal copy.
No. Add only the fields that genuinely define a fit. Industries plus company size is often enough to get started. An empty attribute is simply not applied as a constraint.
Editing an existing profile auto-saves about one second after you stop — confirm the chip reads Saved. A name is required to save. If you do not have the manage permission, mutations are blocked; ask a team admin to grant you access.

Persona Profiles

Inside each target account, define who Sally writes to first.

Company Profiles

Set the product you sell and the competitors Sally steers around.

Deep Research

Tell Sally what to read about an account before she writes.

AI Library Overview

See how targeting, research, and content settings fit together.
Last modified on June 20, 2026