Targeting C-Level Executives by Job Function
Posted: Mon May 19, 2025 8:37 am
How to Target C-Level Executives by Job Function
1. Understand Their Role and Priorities
Each C-level job function comes with distinct goals, KPIs, and pain points:
C-Level Title Primary Focus
CEO Growth, vision, investor relations, profitability
CFO Cost control, budgeting, ROI, financial risk
CMO Brand, pipeline growth, customer acquisition
CTO/CIO Innovation, scalability, security, IT roadmap
CHRO Talent acquisition, retention, DEI, culture
COO Operational Bithumb Database efficiency, execution, logistics
Tailor your messaging to these top-level objectives.
2. Use Strategic, Function-Specific Messaging
Avoid feature-talk. Focus on outcomes and business impact.
Example (CFO):
“Discover how [Company] cut onboarding costs by 22% while improving compliance.”
Example (CMO):
“Learn how we helped [Brand] triple campaign ROI with unified customer data.”
Make it relevant to what keeps them up at night.
3. Leverage Thought Leadership, Not Just Sales Pitches
C-level execs respond to strategic insight more than product demos.
Share industry trend reports
Invite them to exclusive roundtables
Offer benchmarking data for their function
Position yourself as a peer, not a vendor.
4. Personalize Outreach Across Channels
Use job function data to segment and customize your approach:
Email
Short, value-packed
Mention something specific about their company or function
LinkedIn
Connect with a meaningful message (no hard pitch)
Share thought-provoking content tailored to their role
Direct Mail / Executive Gifting
High-value, personalized packages relevant to their function (e.g., finance-themed books for a CFO)
5. Build Executive-Level Landing Pages
Create role-specific landing pages for each C-level function. Include:
Industry stats relevant to that function
Case studies with peer execs
Personalized CTA (e.g., “See how other CFOs cut SaaS costs”)
6. Invite to Function-Specific Events
Host exclusive, small-group events or dinners targeted by function:
“CTO Roundtable: Scaling Securely in 2025”
“CMO Breakfast: Navigating AI in Demand Gen”
Executives are more likely to attend if they’ll be with peers and receive strategic insights.
7. Prioritize Account Intelligence
Before any outreach, gather data on:
Their recent company initiatives
Public interviews or LinkedIn posts
Business changes that affect their function
Use this to write relevant, timely outreach.
8. Engage Their Gatekeepers Strategically
Execs often rely on EAs, Chiefs of Staff, or VPs. Know who they are and personalize messages to them as well—building champions or supporters before the C-level responds directly.
9. Use Peer Influence
If possible, use existing clients or advisors in the same function to provide:
Testimonials
Warm intros
Case study quotes
C-levels trust insights from their peers.
10. Follow Up with Insight, Not Pressure
If your first outreach doesn’t get a response, follow up with:
A relevant article or white paper
A new insight into their industry or job function
An event invite or executive summary
Keep it brief and respectful of their time.
1. Understand Their Role and Priorities
Each C-level job function comes with distinct goals, KPIs, and pain points:
C-Level Title Primary Focus
CEO Growth, vision, investor relations, profitability
CFO Cost control, budgeting, ROI, financial risk
CMO Brand, pipeline growth, customer acquisition
CTO/CIO Innovation, scalability, security, IT roadmap
CHRO Talent acquisition, retention, DEI, culture
COO Operational Bithumb Database efficiency, execution, logistics
Tailor your messaging to these top-level objectives.
2. Use Strategic, Function-Specific Messaging
Avoid feature-talk. Focus on outcomes and business impact.
Example (CFO):
“Discover how [Company] cut onboarding costs by 22% while improving compliance.”
Example (CMO):
“Learn how we helped [Brand] triple campaign ROI with unified customer data.”
Make it relevant to what keeps them up at night.
3. Leverage Thought Leadership, Not Just Sales Pitches
C-level execs respond to strategic insight more than product demos.
Share industry trend reports
Invite them to exclusive roundtables
Offer benchmarking data for their function
Position yourself as a peer, not a vendor.
4. Personalize Outreach Across Channels
Use job function data to segment and customize your approach:
Short, value-packed
Mention something specific about their company or function
Connect with a meaningful message (no hard pitch)
Share thought-provoking content tailored to their role
Direct Mail / Executive Gifting
High-value, personalized packages relevant to their function (e.g., finance-themed books for a CFO)
5. Build Executive-Level Landing Pages
Create role-specific landing pages for each C-level function. Include:
Industry stats relevant to that function
Case studies with peer execs
Personalized CTA (e.g., “See how other CFOs cut SaaS costs”)
6. Invite to Function-Specific Events
Host exclusive, small-group events or dinners targeted by function:
“CTO Roundtable: Scaling Securely in 2025”
“CMO Breakfast: Navigating AI in Demand Gen”
Executives are more likely to attend if they’ll be with peers and receive strategic insights.
7. Prioritize Account Intelligence
Before any outreach, gather data on:
Their recent company initiatives
Public interviews or LinkedIn posts
Business changes that affect their function
Use this to write relevant, timely outreach.
8. Engage Their Gatekeepers Strategically
Execs often rely on EAs, Chiefs of Staff, or VPs. Know who they are and personalize messages to them as well—building champions or supporters before the C-level responds directly.
9. Use Peer Influence
If possible, use existing clients or advisors in the same function to provide:
Testimonials
Warm intros
Case study quotes
C-levels trust insights from their peers.
10. Follow Up with Insight, Not Pressure
If your first outreach doesn’t get a response, follow up with:
A relevant article or white paper
A new insight into their industry or job function
An event invite or executive summary
Keep it brief and respectful of their time.