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.
Key Concepts
Decision Makers — A ranked shortlist of contacts identified by AI as the most likely buyers for your specific seller profile.
Confidence tier — The AI's confidence level that a contact is a decision maker for you: High, Medium, or Low.
Draft tab — A prospecting workspace that opens with your results, ready to reveal and act on.
How to Access Decision Makers
From a Companies List
Go to Lists and open any company's list.
Select one or more companies using the checkboxes.
Click View Employees in the toolbar.
Select View Decision Makers from the dropdown.
A new draft tab opens with ranked decision-maker contacts for the selected companies.
💡 Note: You can select up to 20 companies at a time.
From Prospecting
Go to Prospecting and run a company search.
Hover over the company name.
Click the Decision Makers button that appears.
A new draft tab opens with ranked contacts ready to act on.
Understanding Your Results
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 can filter results by tier to focus on the contacts that matter most.
If no decision makers are found, the draft tab shows: “No decision makers found for this company.” Try View Employees as an alternative to browse all contacts manually.
Credits
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 list may be introduced in the future. You'll receive advance notice before any charges apply, and the platform will show a clear indicator.
What to Do in the Draft Tab
From your Decision Makers draft tab, you can:
Browse and filter contacts by confidence tier
Reveal email addresses and phone numbers (credits apply)
Add contacts to a list
Export to your CRM
Tips for Getting the Most Out of Decision Makers
Start with High tier — these are your highest-confidence contacts. Work down to Medium and Low only if needed.
Use it on hot accounts — combine with Website Visits to find companies that visited your site, then immediately 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 View Employees — if you’re not finding who you’re looking for, switch to View Employees for the full list.
You’re ready to target the right buyers at every company. Now you can prospect smarter.