The Champion Job Change Playbook
Works with
Implementation kit
- The champion list, with an evidence ladder
- The move check, with a research prompt for an AI agent
- The tier rules, including the task for the account they left
- The message, the send check and the quarterly readout
- Ten sample moves with an answer key. One is a trap
Your best past buyers change jobs, and the alert also fires on promotions, side roles and companies that only changed their name. This playbook verifies every move before it routes, lets rules written in advance pick the tier, and reads the meetings against your cold outreach once a quarter.
The full method is below. A champion list built on evidence, a check on every alert, a task for the account they left, and a read sized to the few moves you actually get.
Congratulating someone on a job they did not change tells them you read an alert, not their profile.
The failure this playbook fixes
How it works
01Name who counts as a champion
A contact on a closed-won account is not a champion. Rate each person on the strongest thing your records show. They signed or approved the budget, ran the rollout, argued for you inside the deal, or only attended.
The first three go on the watch list, each with the record that proves it. Include churned customers and late-stage lost deals where one person pushed for you.
Watch for a list built from titles. The person who sat in one demo and the person who signed both look like a past customer contact.
02Set the window and sign the read rule
Pick how long after the start date a move still counts. We start at 90 days and let the readout test it.
Before the first message, write down what you compare against. Meetings per verified move against meetings per cold account in the same band, over the same weeks. Sign how sure you need to be to keep the play. We use a 90% chance that champion moves really book more.
03Check every alert before it routes
An alert says a profile changed. Four questions decide whether the person moved. Did they join a different company? Does a second source confirm it, beyond their own profile? Did they start inside the window? Does the new role buy what you sell?
Three answers. A verified move goes on. Not a move is dropped and counted, by kind. Cannot tell is held with an owner and checked again next cycle, and it never gets a tier.
Watch for the renamed company. When one company acquires another and folds it into its own name, the alert reads your current champion as a new hire somewhere else.
04Let rules written in advance pick the tier
Tier 1 is a verified move by someone who signed or ran the rollout, to a company in your band, in a role that buys. Tier 2 is a weaker champion or an adjacent role. A move to an existing customer goes to that account's owner.
A rule picks the tier. An AI model can research the move and draft the message, and it never picks who gets one.
05Write from the person and check again at send
The first message is about them, the new role and the work you did together. No pitch, no mention of the alert, no link.
Right before it sends, check they are still there and read the rendered message the tool will actually send. When we read every message before one load, 8 of 129 contacts weren't employees of the company the message was written for.
06Give the account they left an owner task
Every move from a current customer is two events. An opening at the new company, and a gap at the old one, where your best relationship just walked out.
The old account's owner gets a task to find who now runs the tool or the budget, and to meet them before renewal. It is a task for a person, never a message from outreach.
07Read it once a quarter against the signed rule
Champion moves come in small numbers, so read the quarter, not the month. 3 meetings from 20 verified moves against 4 from 100 cold accounts is about a 97% chance the moves really book more, so keep. 2 from 20 is about 90%, right on the line.
Report the range with the chance. That 3 of 20 read puts the real gap anywhere from about 1 to 11 times. Too many alerts that are not moves means fix the source. Real moves that book no better than cold means tighten who counts as a champion.
Check the move before the message, and let your own meetings decide whether the play stays.
The implementation kit above packages the champion list, the move check and its agent prompt, the tier rules, the send check, the readout and ten sample moves with an answer key.
