Decision Makers: Find the Right Contacts Fast

Decision Makers is a Lusha AI feature that identifies the contacts most likely to be involved in a buying decision at a target company, based on your profile as a seller. Instead of browsing all employees, you get a ranked shortlist of the people most relevant to your outreach. This article explains what Decision Makers is, how to access it, and what to do with the results.

• Decision Makers — A ranked shortlist of contacts identified by AI as the most likely buyers for your specific seller profile.
• Draft tab — A prospecting table that opens with your results, ready to reveal and act on.

The Employees dropdown replaces the old View Employees button on any company card. Click it to choose how to view contacts at that company.

1. Go to Prospecting and run a company search.
2. Hover over a company name in the results.
3. Click the Employees dropdown that appears.
4. Select Decision Makers.
5. A new draft tab opens labeled Decision Makers — [Company Name], prefilled with ranked decision-maker contacts.

1. Go to Tables and open any saved company table.
2. Select one or more companies using the checkboxes.
3. Click the Employees dropdown in the toolbar.
4. Select Decision Makers.
5. A new draft tab opens with ranked decision-maker contacts for the selected companies.

💡 Note: In a future release, when additional buying roles (such as Champion or End User) are available, the tab will be renamed to Buying Group and a Role column will be added, showing all roles assigned to each contact.

• All Employees — Shows all contacts at the company (existing behavior).
• Decision Makers — Returns AI-ranked decision makers for this company based on your seller profile.
• Champion — Coming soon.

If no decision makers are found for a company, the draft tab shows: "No decision makers found for this company." Try All Employees from the dropdown as an alternative to browse all contacts manually.

• Viewing the Decision Makers list (name, title, company, confidence tier) is currently free.
• Revealing contact details — email address or phone number — follows the standard Lusha credit model and costs credits, the same as any other contact reveal in Lusha.

💡 Note: Credits for viewing the Decision Makers table may be introduced in the future. You'll receive advance notice before any charges apply, and the platform will show a clear indicator of the number of credits used for this feature.

From your Decision Makers draft tab, you can:

• Browse and sort contacts by confidence tier
• Reveal email addresses and phone numbers (credits apply)
• Add contacts to a table
• Export to your CRM

• Use it on hot accounts — Combine with Website Visitors to find companies that visited your site, then pull Decision Makers for those accounts.
• Don’t skip Low tier — It exists to catch a buyer the model was slightly less certain about. One missed decision maker is worse than one extra contact to review.
• Compare with All Employees — If you’re not finding who you’re looking for, use the Employees dropdown and select All Employees for the full list.

Contacts are ranked by confidence tier — how likely the AI believes each person is to be a decision maker for your seller profile:

• High — The model is strongly confident this person is a decision maker for you. Engage these contacts first.
• Medium — Likely involved in purchase decisions. Worth contacting after High tier.
• Low — Included so no real decision maker is missed. Not low quality — just slightly less certain.

You will be able to sort results by confidence tier to focus on the contacts that matter most.

You’re ready to target the right buyers at every company. Now you can prospect smarter.

You can also access Decision Makers via our API. Read full documentation here.