Companies that use Clay

Source: Analysis of Linkedin bios of 520 companies that use Clay

I analyzed these 100 companies and found that Clay Web Intent users are predominantly B2B software and technology companies building tools for other businesses. The majority are SaaS platforms focused on solving specific operational problems: compliance automation, payment infrastructure, security solutions, workforce management, and developer tools. Many are vertical-specific platforms like Avrios for fleet management or Trek Health for healthcare pricing, rather than horizontal productivity tools.

The funding data tells a clear story: these are primarily growth-stage companies. About 40% have raised Series A or B rounds, with funding ranging from $8M to $100M. Another 30% are seed-stage with $2M to $5M raised. Employee counts cluster heavily in the 11-200 range, with most between 50-200 employees. These aren't scrappy pre-product startups or massive enterprises. They're in that challenging middle ground where they've found product-market fit and now need to scale go-to-market efficiently.

A salesperson should understand that Clay Web Intent customers are sophisticated software buyers who are likely evaluating multiple tools simultaneously. They're experiencing growing pains around sales ops, lead generation, and pipeline efficiency. They value automation and data quality intensely because their own products promise those things to their customers. They're probably already using 5-10 sales tools and looking to consolidate or upgrade. Most importantly, they have budget but need to show ROI quickly because they're accountable to investors.

Source: Analysis of 100 job postings that mention Clay

I noticed that Clay buyers are overwhelmingly revenue operations and marketing leaders. About 20% of roles are Director of Revenue Operations positions, followed by 14% in Director of Marketing roles, with additional concentration in Sales Development leadership (9%) and RevOps management (9%). These leaders are responsible for building what multiple postings call the "GTM engine" or "revenue machine" that generates predictable pipeline. Their strategic priorities center on automation, data quality, and cross-functional alignment between Marketing, Sales, and Customer Success teams.

The day-to-day users span a broader range, from SDRs and BDRs running outbound campaigns to marketing operations specialists managing lead enrichment and scoring workflows. Practitioners use Clay alongside tools like HubSpot, Salesforce, Apollo, and Outreach to enrich prospect data, personalize outreach at scale, and automate repetitive tasks. One posting described building "Clay workflows, enrichment, sequencing" while another mentioned using Clay to "streamline and elevate campaign workflows" including segmentation logic and performance analysis.

The core pain point is clear across postings: companies need to generate more pipeline faster without proportionally scaling headcount. They want to move from "spray and pray" to "signal-based, AI-enabled" outreach. Multiple roles emphasize building "scalable growth engines," achieving "predictable revenue," and creating "high-leverage processes." One posting captured it perfectly, seeking someone to "build scalable marketing operations programs" while another wanted to "drive outbound and inbound prospecting efforts" through better data and automation infrastructure.

Source: Analysis of tech stacks from 520 companies that use Clay

I noticed that Clay users are building sophisticated, data-driven outbound sales operations. These companies aren't sending mass emails and hoping for the best. They're investing in tools that help them identify the right prospects, understand buyer intent, and orchestrate personalized outreach at scale. This is the tech stack of modern revenue teams that treat prospecting as a strategic advantage rather than a numbers game.

The pairing of Clay with RB2B and Common Room tells me these companies are obsessed with signal-based selling. RB2B identifies website visitors even before they fill out forms, while Common Room tracks engagement across multiple channels. When combined with Clay's data enrichment capabilities, this creates a system where sales teams can reach out to prospects who are already showing interest. Similarly, Chili Piper's presence makes perfect sense because once you've identified high-intent prospects through Clay, you need seamless meeting scheduling to capitalize on that timing. These aren't coincidental tool choices but pieces of an integrated workflow.

My analysis shows these are sales-led organizations, likely in the growth stage where they've found product-market fit and are scaling their go-to-market motion. The presence of tools like Dreamdata for attribution and Vector.co for prospecting data suggests they're sophisticated enough to measure what's working and optimize accordingly. They're probably Series A through Series B companies with dedicated sales development teams who need to be efficient with their outreach because they can't afford to waste time on cold prospects.

A salesperson talking to Clay's ideal customer should understand they're speaking with someone who already believes in tool-powered sales processes. These buyers aren't looking for simple solutions but for platforms that integrate into complex workflows. They'll want to discuss API capabilities, data quality, and integration possibilities rather than basic features.