Market Research and Lead Intelligence finds the right accounts to sell to. They research target companies, decision makers and buying signals, so your SDRs and Account Executives spend time on the prospects most likely to buy.

Build your team → See the whole team

No tech background needed. This guide explains the role in plain English: what it is, when you need it, what to expect and how to choose the right Volunteer.

A global engine of Volunteer talent, collaborating with ambitious Tech Founders.

70,000+

Volunteers

158+

Countries

225+

Tech startups

Years in operation

In plain English

What does a Lead Intelligence Volunteer do for you?

“

Think of a detective before an investigation.

Before anyone knocks on a door, the detective finds out who lives there, what they care about and the best moment to call.

Builds target lists

Companies that match your ideal customer.

Finds decision makers

The right people, with accurate contact details.

Spots buying signals

Funding, hiring or news that shows a good moment to reach out.

When you need one

Signs it is time to bring one in.

If two or more of these sound familiar, add this role to your Sales team.

Bring one in when

✓Outreach goes to companies that will never buy
✓Your SDR spends most of the day researching
✓You do not know which markets to focus on
✓Contact data is out of date
✓You want to enter a new country or sector

You can wait if

…You have not yet defined your ideal customer (start with Market Research in the Idea Validation team)

What they own

Four areas a Lead Intelligence Volunteer takes off your plate.

Ideal customer profile

A clear, tested description of who to target.

Account lists

Researched, prioritised target companies.

Contact research

Decision makers and accurate details, gathered lawfully.

Signals and insight

Events that make a company more likely to buy now.

What to expect

Across a 60 Volunteer day term.

Volunteers give up to three hours a day, Monday to Friday, over three months or more. Daily and weekly updates keep you informed, and rapid feedback from you in the first two weeks makes the biggest difference.

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Weeks 1 and 2

Agrees the ideal customer with you and researches a first sample of accounts for review. Daily updates and rapid feedback matter most here.

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By mid term

Prioritised account lists loaded into the CRM and used by the SDRs.

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By day 60

A repeatable research method, a refreshed list and handover notes for the next Volunteer.

Choosing the right Volunteer

What to ask, and what to look for.

You do not need to be an expert to recruit well. Use these questions at interview and listen for the signs below.

Questions to ask

?How would you find companies that look like our best customers?
?Which sources do you use to research accounts?
?How do you keep contact data accurate and lawful?
?How would you decide which accounts to prioritise?

Good signs

✓Explains how each list was built
✓Respects data protection rules
✓Checks data quality

Red flags

✕Offers to buy or scrape large contact lists
✕Cannot explain where data came from
✕Delivers quantity over quality

Your part as a Tech Founder

Give them this, and they deliver from Day 1.

✓Your best current customers as examples
✓Target markets and countries
✓Access to the CRM and any data tools
✓Clear rules on data protection
✓A signed Volunteer Agreement before they start

Who they collaborate with

The roles around your Lead Intelligence Volunteer.

SDR

Sales Development Representative

Finds the right prospects. Companies and people who match your ideal customer.

Read the guide →

Sales Analyst

Measures the pipeline. Clear numbers on leads, meetings, deals and revenue.

Read the guide →

Account Executive

Runs discovery and demos. Understands each buyer and shows how the product helps them.

Read the guide →

FAQ

Questions Tech Founders ask.

Is this the same as the Market Research role in idea validation? +

Related but later. Idea validation research tests whether a market exists. Lead Intelligence finds specific companies to sell to once you know it does.

What about data protection? +

Contact research must follow data protection law, such as UK GDPR. Agree the sources and rules with your Volunteer before they start.

Where do Volunteers learn about this role? +

Volunteers can explore the Sales career pathway and the Market Research career pathway.

How much does it cost to recruit this role? +

Volunteers give their time for experience, not pay. You subscribe to the Advanced (GTM) plan at £250 a month or £2,500 a year, which lets you recruit up to 100 Volunteer team members across Marketing, Sales and Customer Success. See the plans.

Grow it ·
scale it ✦

Ready to recruit your Lead Intelligence Volunteer?

Create your company account, list an Opportunity with the matching template and start meeting Volunteers this week.

Create account → Back to the Sales team