| name | lead-scorer |
| description | Scores a prospect 0–100 against the AI SDR ICP matrix across 4 dimensions: role seniority, company size, industry fit, and tech stack signals. Returns GO (≥60) / CAUTION (40–59) / NO-GO (<40) with a dimensional breakdown and a one-line decision rationale. Blocks research and outreach for NO-GO prospects unless human overrides. |
Lead Scorer
When to activate
Before researching any new prospect. Use this as the first gate — before account research, before writing any email, before any outreach decision. Also use when re-evaluating an existing prospect after a role change or company event.
When NOT to use
Skip if the prospect already has an open opportunity in CRM with a deal stage (they've already been qualified). Skip for inbound leads who submitted a demo form — intent signals override ICP scoring. Skip if a human has already manually overridden NO-GO with written justification.
Instructions
- Gather basic firmographic data on the prospect: title, company name, employee count, industry, and any visible tech stack signals (job postings, G2 reviews, LinkedIn tech listings).
- Score each dimension independently:
Role Seniority (25 pts)
- C-suite (CEO, CTO, CFO, COO), Founder, Owner: 25
- VP, SVP, EVP: 20
- Director: 15
- Senior Manager: 8
- Manager, IC: 3
Company Size (25 pts)
- 50–500 employees: 25
- 20–49 employees: 15
- <20 or 501–1000: 5
-
1000: 0
Industry Fit (25 pts)
- SaaS, B2B Tech, Fintech, Cloud Infrastructure: 25
- Adjacent: Martech, HR Tech, Sales Tools, Analytics, DevTools: 15
- Professional services, consulting (tech-adjacent): 8
- Non-tech, consumer, government, non-profit: 0
Tech Stack Signals (25 pts)
- Cloud-native + 10+ tools, API-driven, multi-vendor: 25
- Moderate: 5–9 tools, mixed cloud/on-prem: 15
- Minimal: <5 tools, spreadsheet-heavy: 5
- Manual / legacy monolith / no visible tech: 0
-
Sum scores. Apply decision rule:
- GO ≥60: Proceed to account research.
- CAUTION 40–59: Flag the weak dimensions. Proceed only with a specific angle for the gap.
- NO-GO <40: Stop. Output the score and blocking reasons. Do not begin research unless human overrides.
-
Output the score block (see Output Format).
Output Format
LEAD SCORE: [X]/100 — [GO / CAUTION / NO-GO]
Seniority: [X/25] — [title] ([reason])
Size: [X/25] — [employee count] ([reason])
Industry: [X/25] — [industry] ([reason])
Tech Stack: [X/25] — [signal summary]
DECISION: [Proceed to research / Proceed with caution — note weak dimensions / Stop — blocking reasons]
Example
Prospect: Maria Santos, VP of Revenue Operations, Growfast (220 employees, SaaS analytics, uses Salesforce + Gong + Outreach + Snowflake + dbt + 6 other tools, Series B raised 8 weeks ago)
LEAD SCORE: 90/100 — GO
Seniority: 20/25 — VP RevOps (strong buyer, not C-suite)
Size: 25/25 — 220 employees (mid-market SaaS)
Industry: 25/25 — SaaS analytics (core ICP)
Tech Stack: 20/25 — 10+ tools, cloud-native (Salesforce, Gong, Outreach, Snowflake, dbt)
DECISION: Proceed to research — strong fit. Fresh Series B capital signals active budget cycle. RevOps buyer likely evaluating stack consolidation.
