The 2026 Sourcing Playbook

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Claude

Account executive in or near Chicago, must have closed $50K+ ACV new-logo deals on their own, skip renewals-only.

600searches run

1,486people read

31with a reason they fit

31first lines written

Example · people are made up

01 · Stop Boolean strings

Boolean strings → One sentence

The sentence

[Level] [role] in or near [city], within [commute], must have [did X] and [did Y], ideally [nice-to-have], skip [who to leave out].

Level Role City Commute Must have done And Ideally Skip

02 · Stop one search at a time

One search at a time → Hundreds of searches

Search each combination of these titles, skills, places and industries separately. Read every person against my sentence and rank them, best first.

03 · Stop reading 500 profiles

Reading 500 profiles → Read the reason

M. ReyesAccount Executive · LedgerlineChicago, Illinois · 7 yrs experience

Why this match: Closed 14 new-logo deals over $60K in 2025 as an individual seller at Ledgerline, selling to CFOs.

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T. OkaforSenior Account Executive · PeoplegridEvanston, Illinois · 9 yrs experience

Why this match: Sells HR software to mid-market buyers; President's Club 2024 on new business.

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L. BrandtAccount Manager · QuillstackNaperville, Illinois · 5 yrs experience

Possible match: Grew existing accounts by 30%; no new-logo deals on the profile.

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Example · people and companies are made up

04 · Stop trusting job titles

Trusting job titles → Search what they did

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05 · Stop starting over

Starting over → Closer to this

06 · Stop copying keywords

Copying keywords → More like #2

07 · Stop one InMail to everyone

One InMail to everyone → A first line from their own work

Example · people and companies are made up

08 · Stop 30 phone screens

30 phone screens → A 20-minute AI interview

The invite

Subject: next step for [role]

Hi [first name],

Thanks for your interest in [role] at [company].

The first step is a 20-minute video interview, any time
from [date, at least 10 business days out] to [date], from
your laptop or desktop. The interviewer is AI and has read
your CV. It asks about your own work and scores your
answers against these criteria: [criteria].

The interview is recorded. A person on our team reviews
every result before any decision. Booking a time means you
agree to this. If you'd rather have a call with me, or need
an adjustment, reply to this email. You can also reply at
any time to have your recording and scores deleted.

I'll get back to you by [day].

[your name]

J. Ito · Account Executive20-minute AI interview

VerifiedClosed $50K+ ACV new-logo deals on their own
UnclearBuilt pipeline from their own outbound
RefutedForecast their own deals accurately

Example · people are made up

Run it

In The Cognitive, or from Claude

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In Claude: Settings, Connectors, Add custom connector
https://app.thecognitive.io/mcp
Sign in, then paste your one sentence

The 2026 Sourcing Playbook

Start your free 7-day trial 100 people free · or book a demo