Account Segments
Account segments group whole accounts (companies) by criteria like firmographics, account level, deal stage, or engagement at the account level. They're the right tool for ABM campaigns, sales territory carving, and account-level reporting.
Requires ABM. Account segments only appear when Account-Based Marketing is enabled. Turn it on under Settings > Scoring.
Lead Segments vs. Account Segments
The same rule builder powers both, but the data is different:
| Lead Segments | Account Segments |
|---|---|
| Group individual leads | Group whole accounts |
| Use lead metadata | Use account metadata |
| Use engagement and profile levels | Use account levels |
| Useful for outreach lists | Useful for ABM campaigns |
If your segment criteria mix both ("companies in tech with a Hot lead on the buying committee"), build it as an account segment with rules that reference account-level signals; for the lead-level cut, build a parallel lead segment.
Creating an Account Segment
- Navigate to Configure > Segments.
- Toggle the page to Account Segments at the top.
- Click Create Segment.
- Enter a name and optional description.
- Set to Active.
- Click Save.
Adding Rules
Click into the segment to open the rule builder. Account segments support:
- Account Metadata — firmographic fields like
industry,employees,revenue,country. - Account Level — tiers configured under Configure > Levels > Account.
- Account Status — relationship stage like Prospect, Customer, Partner.
For the full operator list, see How Segments Work.
Common Account Segment Patterns
ABM Tiers
Mirror your sales tiering directly:
| Segment | Rule |
|---|---|
| Target Accounts | Account Level equals "Target" |
| Qualified Accounts | Account Level equals "Qualified" |
| Strategic Customers | Account Level equals "Strategic" AND account_status equals "Customer" |
Vertical Plays
| Segment | Rule |
|---|---|
| Tech Companies | industry equals "Technology" |
| Mid-Market Healthcare | industry equals "Healthcare" AND employees between 100–1000 |
Customer Expansion
| Segment | Rule |
|---|---|
| Existing Customers, Strong Fit | account_status equals "Customer" AND Account Level in ["Target", "Qualified"] |
| At-Risk Customers | account_status equals "Customer" AND Account Level equals "At Risk" |
Geographic
| Segment | Rule |
|---|---|
| EMEA Accounts | country in ["UK", "DE", "FR", "NL", "IE"] |
| Americas | country in ["US", "CA", "MX", "BR"] |
Account Segment Counts
The lead count column on Configure > Segments shows the count of accounts (not leads) in account segments. The 7-day membership trend (up arrow / down arrow) tracks accounts joining or leaving the segment.