--- title: "New Hire & GTM Leader Tracking: GTM Play in 6 Steps" description: "New Hire & GTM Leader Tracking is a six-step outbound play for email and LinkedIn, from “Monitor job changes” to “Route by tier”. It uses Champify, LinkedIn, Clay, ChatGPT, Apollo and three more tools." url: https://frontal.so/plays/new-hire-tracking updated: 2026-10-19 --- Play 26 Outbound # New Hire & GTM Leader Tracking New Hire & GTM Leader Tracking is a six-step outbound play for email and LinkedIn, from “Monitor job changes” to “Route by tier”. It uses Champify, LinkedIn, Clay, ChatGPT, Apollo and three more tools. [Kenny Damian](https://www.linkedin.com/in/kenny-damian-90aba221a/), Co-founder & Head of GTM **Motion** Outbound **Channel** Email, LinkedIn **Steps** 6 **Tools** 8 ## The workflow [![Workflow diagram of the New Hire & GTM Leader Tracking play in five numbered stages: monitor job changes; define who counts; qualify the new company; score fit and timing; and route by tier.](https://frontal.so/_astro/new-hire-tracking-1280.BgpzktU2.webp)](https://frontal.so/_astro/new-hire-tracking-1280.BgpzktU2.webp) *[Open the diagram full size](https://frontal.so/_astro/new-hire-tracking-1280.BgpzktU2.webp) (1280 x 2138 px)* **The diagram as text** 1. Monitor job changes - **Previous company (where they were)**: Old title and Was it a customer? Tracked on the accounts you care about, not the whole market. Tool: Champify. - **New company (where they landed)**: New title and Start date. Budget, a mandate and no loyalty to the incumbent vendor. Tool: LinkedIn. 2. Define who counts - **Filter → Keep only** - Seniority → VP and above - Function → Sales, marketing, revops - Time in seat → Under 90 days - **One record per qualifying move**: Keeps old company + start date. Tool: Clay. 3. Qualify the new company - **The person fits. Does the company?** ICP match, Headcount and Funding stage. Check: Clay and Apollo. CRM: Already an account? 4. Score fit and timing - **Fit + timing score**: Timing is half the score here. Fit: ICP match. Timing: Days in seat. History: Old company was a customer. Tool: ChatGPT. - **The first 90 days in seat are the window** 5. Route by tier - **Tier 1**: Best fit, early. - **Tier 2**: Good fit. - **Tier 3**: Lighter fit. - **Manual outreach**: A rep writes and calls, referencing the new mandate. Call: Nooks. - **New-leader sequence**: Congrats, What the last person did and Direct CTA. Send: Instantly. - **LinkedIn DM only**: A light touch that names the move. Send: lemlist. - **Outcome: First call in their first 90 days** **Labelled connections:** Job change: Previous company to New company. **The stack:** Champify, LinkedIn, Clay, Apollo, ChatGPT, Nooks, Instantly, lemlist. ## The play in six steps 1. ### Step 1: Monitor job changes A new leader has budget, a mandate and no loyalty to the incumbent vendor. - Track moves into your ICP via Champify and LinkedIn. - Watch the accounts you care about, not the whole market. 2. ### Step 2: Define who counts Most job-change alerts are irrelevant. The filter is what makes this work. - VP and above. - GTM function specifically: sales, marketing, revops. - Under 90 days in the new seat. 3. ### Step 3: Route into Clay One record per qualifying move. - Keep the previous company and the start date. 4. ### Step 4: Qualify the new company The person may fit while the company does not. - ICP match, headcount, funding stage. - Check whether the account is already in the CRM. 5. ### Step 5: Score fit and timing Timing is half the score here. - Fit against ICP. - Days in seat: the first 90 are the window. - Whether their previous company was a customer. 6. ### Step 6: Route by tier The opener writes itself when the trigger is this specific. - Tier 1: manual outreach referencing the mandate. - Tier 2: new-leader sequence (congrats, what the last person did, direct CTA). - Tier 3: LinkedIn DM only. ## Tools used The eight tools this play names. Each links to the other plays that use it. - [Champify](https://frontal.so/plays?tool=Champify) - [LinkedIn](https://frontal.so/plays?tool=LinkedIn) - [Clay (opens in a new tab)](https://go.frontal.so/clay) [Clay](https://frontal.so/plays?tool=Clay) - [ChatGPT](https://frontal.so/plays?tool=ChatGPT) - [Apollo (opens in a new tab)](https://go.frontal.so/apollo) [Apollo](https://frontal.so/plays?tool=Apollo) - [Nooks](https://frontal.so/plays?tool=Nooks) - [Instantly (opens in a new tab)](https://go.frontal.so/instantly) [Instantly](https://frontal.so/plays?tool=Instantly) - [lemlist (opens in a new tab)](https://go.frontal.so/lemlist) [lemlist](https://frontal.so/plays?tool=lemlist) ## Related plays - Play 21 Outbound ### [Founder Connections Mining](https://frontal.so/plays/founder-connections-mining) 6 steps · Email, LinkedIn - [Clay (opens in a new tab)](https://go.frontal.so/clay) - [Apollo (opens in a new tab)](https://go.frontal.so/apollo) - [Instantly (opens in a new tab)](https://go.frontal.so/instantly) - +2 more - Play 33 Inbound · Outbound ### [Brand Mentions Monitoring](https://frontal.so/plays/brand-mentions-monitoring) 6 steps · LinkedIn, Email - [Clay (opens in a new tab)](https://go.frontal.so/clay) - [Instantly (opens in a new tab)](https://go.frontal.so/instantly) - [lemlist (opens in a new tab)](https://go.frontal.so/lemlist) - +2 more - Play 29 Outbound ### [Tech Stack Signal Detection](https://frontal.so/plays/tech-stack-signal-detection) 5 steps · Email, LinkedIn - [Clay (opens in a new tab)](https://go.frontal.so/clay) - [Apollo (opens in a new tab)](https://go.frontal.so/apollo) - +2 more [All GTM plays](https://frontal.so/plays) ## Have us run this play Tell us what you’re trying to hit this quarter, and we’ll suggest where to start. 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