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A lead source’s targeting is a handful of filters that narrow which companies it searches, plus one field that works differently: Decision-maker roles never changes which companies match, only which people inside each matched company your agent tries to reach.
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The same panel appears in two places: the Targeting step of the create-agent wizard, and the Add a source or Edit source dialog on an existing agent. In the wizard it opens pre-filled by an AI suggestion read from your own company profile, which fills the industry terms, the locations, the company sizes and the roles for you. The dialog does not suggest anything by itself: Add a source opens blank and Edit source opens on the source’s saved values. The Suggest with AI button next to the source name fills those same four fields on demand, replacing whatever is in them. Two exceptions. An agent created by adopting an existing lead source shows that source’s targeting as a locked read-only summary instead of the fields, because the adopted source’s own targeting is what binds it. And a role that cannot update sources never sees the Edit source item on a source’s menu, so it cannot open this panel on an existing source at all.

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How it behaves

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Industry (1) narrows which companies match

Type one or more terms and press Enter to add each as a chip. A term shorter than a couple of characters is dropped rather than added, so a stray keystroke never becomes a search criterion, and a term you already added is not added twice. Add a second term and a match-mode toggle appears under the chips: Any term matches a company against any one of them (broader, a union), All terms requires every one to match (narrower, an intersection). With a single term the toggle is hidden, and the mode makes no difference to the search. Industry is normally required, with one exception: once at least one Advanced Hiring Filters value is set (see below), an Optional chip appears next to the Industry heading and you can leave the field empty to match companies of any industry. Save a source with neither and the save is rejected, with a message telling you to add an industry or to target companies by their job postings.

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Company locations (2) set where those companies are headquartered

Type a city, state or country and pick a suggestion from the list. Suggestions are limited to places of that kind, and a picked suggestion is stored in a normalized “city, state, country” form, as much of it as the place actually has. A picked place that reads “USA” is stored as “United States”. If nothing in the list fits, press Enter to add exactly what you typed as a custom location. That path stores your text verbatim: type “USA” and press Enter and the chip stays “USA”, so prefer a suggestion when there is one. Leave the field empty and targeting is worldwide. This is where a company is headquartered, not where a job posting lives. If you also use Advanced Hiring Filters, the locations of the postings themselves are a separate field inside that block, and the two do not have to match.

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Decision-maker roles (3) picks people, not companies

It sits between Company locations and Advanced Hiring Filters, in the middle of the same column, but it is not a company filter. It never changes which companies are found, only who your agent tries to reach once a company already matches. It is a plain text field rather than a list to pick from: type a title in your own words and press Enter, and each one becomes a chip you can delete. There is no seniority picklist anywhere on this screen. Once a source starts researching a matched company, it hands the roster of people its search actually found there to an AI selection step, along with whatever you typed here. With roles typed in, they are the primary criterion: it looks for people who hold one of those roles, or a close equivalent, and synonyms, abbreviations and titles in another language all count, so a typed “CEO” also matches someone whose title reads “Chief Executive Officer”. Someone who advises on a role rather than holding it is not a match: an analyst covering sales leaders is not that company’s sales leader. Leave the field empty and the selection falls back to its own default: the people most likely to decide on a purchase of what you sell, worked down the seniority ladder, from owners and founders to C-level executives, then vice presidents, directors and heads of department. It leans toward the functions closest to what your own company offers, so the ladder is not the whole story. Either way the result is a ranked list, best match first, and it does not stop at the number you plan to contact: further candidates are ranked below as backups. Email lookup then works down that ranking and stops once the company has as many reachable people as Contacts per company allows, so a lookup that finds no address moves to the next-ranked person instead of costing you the company. Contacts per company sets how many of those candidates get enriched and counted against your credits, and it lives under Pace & limits in the source dialog, not in this panel. See How many credits does a lead cost? The selection is also guaranteed to return somebody: when nobody on the roster genuinely fits, it returns the single most plausible decision-maker, the most senior person available, rather than returning nothing. People it did not pick are still saved on the company so you can see the full roster and enrich one by hand, but your agent never reaches out to them on its own. When the selection records its reasoning, that company’s own page carries a Why these contacts? tooltip beside the Employees heading, spelling out why those people were picked.

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Advanced Hiring Filters can stand in for Industry

This block targets companies by what they are actively hiring for, matching live job postings from LinkedIn, public job boards and company career pages, instead of by a declared industry. Its switch only opens the block: what makes Industry optional is setting at least one value inside it, whether that is a posting title, a posting location, a bound on how many roles are open, or how recent the postings have to be. Any one of them narrows on its own, which is why any one of them is enough to replace an industry term. A source still needs at least one of the two before it can be saved. A location or a company size on its own is not enough.

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Company size and Exclude locations sit behind Advanced targeting

Advanced targeting is a collapsed section at the foot of the panel, closed until you open it, so a source that needs neither of its fields never has to look at them. Company size is inside it: a fixed list of employee-count bands, from the smallest teams up to enterprises. Pick as many as you like. Unlike Industry, you cannot type your own band. Exclude locations is inside it too, and is the location widget in reverse. Whatever you add there is skipped instead of required, and its chips render in red so they read differently from the include list at a glance.

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Limits

Quality gate and match score

How the AI match score behind a source’s optional quality gate is actually calculated.

Advanced hiring filters

Job titles, posting locations, open-role counts and recency, in full.

How many credits does a lead cost?

What Contacts per company and phone lookup add to the price of a lead.

Create an AI agent

Where these same fields sit inside the four-step wizard, alongside pace, goal and instructions.