TL;DR: Same shape as Leads but at the company level. ICP score is the company's fit; Persona score becomes a Personas-qualified count per row.
Default columns
- Select — checkbox
- Name — company logo + name + domain
- Status — Signal received / Qualified / Synced
- ICP — ICP code
- ICP score — 0–100
- Personas qualified — count of people at this account who matched any Persona inside the ICP (e.g. "3 / VP Sales: 1, Founder: 1, RevOps: 1")
- Industry — primary industry classification
- Employee count — current head count
- Revenue — estimated revenue
- Geo — HQ country
- Engagement — Stage at the company level (from your Account engagement-stage rules)
- Signals — count of account-level + person-level signals tied to this account
- Domain — primary domain (click to open in browser)
Hidden columns
Tech stack · Funding stage · Last funding date · Founded year · Hiring velocity · Net-new headcount · Last signal at · Created at · Modified at.
Toolbar
Same shape as the Leads toolbar — Views, time range, Search, Filter, Group, Columns. Group-by options here include By ICP, By Industry, By Engagement Stage, By Personas qualified count.
Bulk actions
- Find leads — finds people at the selected accounts; costs credits (useful when you've added new accounts via Sales Nav import)
- Add to monitoring — watches the selected companies
- Add to audience — append to a manual-add audience that targets accounts (vs leads)
- Export — CSV
- Delete — irreversible
Account-Lead relationship
Click an account name → you land on the account detail page. The People panel shows all leads in your workspace that work at this account, grouped by Persona. From there, click into individual leads.
The reverse direction — from a Lead, click the company name → account detail.
When to use Accounts vs Leads
- ABM motion — Accounts is the primary page. You target accounts, find people inside.
- Volume outbound — Leads is primary. Filter by Persona score and run sequences against people.
- Inbound triage — Accounts is faster for "what's the account that just signed up?"; Leads is faster for "who at that account?"