TL;DR: Sentence in, audience out via Copilot. Or open the manual builder for AND/OR nesting and destination configuration. Both write to the same audience definition.
The Copilot path
Open Copilot. Describe what you want:
> show me VPs of marketing at Series B SaaS companies who replied to a demo
invite in the last 14 days, ranked by engagement score, excluding leads
already in the Q4 Outbound audience
Copilot:
- Translates to a multi-condition filter — Persona match (VP Marketing), ICP filter (Series B SaaS), signal filter (Replies in last 14d), exclude condition (members of
Q4 Outbound) - Sets ranking (engagement score, descending)
- Shows live count preview + sample of top 10 leads
- Asks for confirmation before saving as Live
Refine in conversation: > tighten to companies between 50 and 200 employees, > add a +5 boost for anyone who also viewed a demo.
The manual builder
Open Audiences → click + Add audience in the toolbar. The builder loads with five sections:
1. Identity
- Name — short label (e.g. "Hot VIP", "Q4 Outbound", "Inbound — high score"). Used in destination integrations and Insights.
- Description — optional, useful for team context.
2. Conditions
The filter tree. Conditions are organized into groups with explicit AND / OR logic.
- Add condition —
+ Add condition(outline brand-green button) inside any group - Add group —
+ Add groupfor nested logic - Group logic — toggle between AND and OR at the group header
Each condition picks:
- Field — any column on the lead / account record (ICP code, persona score, signal source, custom field, etc.)
- Operator — equals, in, not in, between, contains, greater than, less than
- Value — single value, list, range, or "any of"
A live count preview at the top of the builder updates as you add conditions, showing how many records currently match.
3. Ranking
How members are ordered inside the audience.
- Field — pick any numeric field. Default is
engagement_score. - Direction — descending (default) or ascending.
- Tiebreaker — optional secondary field for ties (often
last_signal_at).
Destinations that respect order (Apollo sequences, Smartlead, prioritization queues) use this ranking.
4. Enrichment scope
Which contact channels to enrich for audience members:
- Work email — most common
- Personal email — for some motions (founder outbound)
- Phone — for SDR motions with calling
- LinkedIn URL — for connection / InMail outbound
The Reachable % column on the Audiences table reflects enrichment success for the channels you've enabled here.
5. Destinations
The downstream tools to push to. Multi-select.
For each destination:
- OAuth into the tool (first time only)
- Map audience fields to destination fields
- Set sync cadence (real-time, daily, weekly)
- Confirm field overwrite policy (overwrite, append, skip-if-exists)
Multiple destinations are common — same audience syncs to HubSpot (as Contacts), Apollo (as a sequence), and a webhook (to a custom tool).
Save and Publish
Click Save. The audience saves as Draft. Toggle Status to Live to start populating and syncing.
The first population can take a few minutes if your workspace has tens of thousands of records and the conditions span multiple signals. Subsequent updates are incremental and near-instant.
Cloning
Audiences table → row overflow menu → Duplicate. Useful when you want a tighter variant of an existing audience. The clone opens in Draft with (copy) appended to the name.
Copilot can also clone: > clone the VIP audience and tighten it to companies in EMEA.
Sanity checks after save
- Live count is realistic. If you expected ~500 members and you got 5 or 50,000, your conditions are wrong.
- Top 10 sample looks right. Sort by ranking; the top entries should be the most actionable.
- Reachable % is acceptable. Above 40% is healthy. Below 20% means the audience members can't be reached via your enabled channels — usually a signal that enrichment scope is too narrow.