Title → Role Mapping Rules
The engineering of automated rules that map thousands of disparate job titles into core Committee Roles, ensuring messaging and routing are driven by function, not syntax.
The Job Title Echo Chamber
Your ABM platform might show intent from a "Digital Experience Specialist," while your CRM has a "Marketing Manager" and LinkedIn has a "Head of Web." If your systems don't reconcile these into a single Role (e.g., The Evaluator), your multi-touch narrative fragments. You end up sending "Intro" content to people who are already evaluating technical specs.
Orchestration Friction
- Persona Mismatch: Sending executive-level ROI assets to technical implementers.
- Exclusion Failures: Recruiting or vendor titles leaking into your "Active Committee" counts.
- Routing Gaps: Signals ignored by SDRs because the title doesn't look "important" enough on the surface.
The Normalization Logic
Logic: [Keyword: Demand/Growth/Acq] + [Level: VP/Dir]
Rule: Collapse 5,000+ variants into 5 core Committee Personas.
Environment Implementation
6sense / Demandbase ON
We configure Persona Keywords and Custom Role Tags within the platform. We map these platform-identified personas directly to your CRM Role picklist to ensure your "Committee Coverage" dashboards are 100% accurate.
Config: Map Keyword Set [Cloud, DevOps, SRE] → Role: 'Technical Evaluator'Platform Off (CRM/MAP First)
We build Triggered Flow Logic (Salesforce Flow or HubSpot Workflow) that parses the Contact Title field against a regex mapping table, auto-populating a Governed 'ABM Role' field for segmentation.
Config: regex_match(Title, "(CEO|Founder|President)") → 'Executive Buyer'Artifacts You Receive
- Title Mapping Master Matrix: Regex and keyword rules for all role assignments.
- Exclusion Keyword List: Titles to auto-suppress (Student, Recruiter, etc.).
- Persona Taxonomy Spec: Human-readable definitions for your 5 core roles.