Org chart data shows you who works in each function at an account, at what level, and who still holds each seat. With it you can plan an account before the first call instead of guessing from one title. This guide covers where the data comes from, how to build the chart in five steps, and a prompt that runs it in Claude with the Lusha connector or in ChatGPT.
Example outputs on this page mask names to initials and mask the company. No emails or phones are shown.
What org chart data is
Org chart data is a record of each person at a company: name, title, department, seniority, location, and whether they still work there. Sorted by department and level, those records become the chart.
A usable org chart for prospecting answers three questions:
- Who runs each function? The VP or Head of Sales, RevOps, IT, Finance.
- Who sits under them? Directors and managers by team, then the people who do the work.
- Who is still in the seat? A chart built last quarter has already lost people. Lusha’s decay study found 12.25% of US sales leaders changed roles in 12 months (B2B data decay, 148,000 records, September 2026).
What it doesn’t show
Org chart data shows level and function, not reporting lines. Lusha returns title, seniority and department for each person. Treat any line you draw between two boxes as your inference until someone at the account confirms it.
Global companies
For a company with offices in several countries, filter by location as well as department. A VP of Sales in London and one in Boston can both be real, and they rarely sign for the same budget. Lusha covers 29M+ companies and 515M+ contacts (Our data).
Org chart vs buying group map
The org chart is the input. The buying group is the decision you take from it. You need the chart to see where the budget sits, and the buying group to see which people at that budget will sign, push and use.
| Org chart | Buying group | |
|---|---|---|
| Question it answers | Who works where, at what level | Who decides whether to buy |
| Size | Every person in the functions you sell to | Usually 5 to 16 people (Gartner, May 2025) |
| How it’s organized | By department and seniority | By role: decision maker, potential champion, end user, each with a score |
| When you use it | Account planning, territory reviews, before the first call | Open deals, renewals, a stalled opportunity |
| In Lusha | All Employees on a saved company table, or a contact search filtered by department and seniority | Buying Group in the Workspace, API, Claude and ChatGPT |
Skipping the second step costs deals. Gong looked at 1.8M opportunities and found that won deals had twice as many buyer contacts as lost ones (Gong Labs, 2025).
Next step: when the chart is done, map the buying group at the account to see who signs and who champions.
Where org chart data comes from
No single source gives you a full, current chart. Teams usually combine three or four.
| Source | What it gives you | What it misses |
|---|---|---|
| The company’s website and press releases | Executives and named leaders | Directors, managers and the people who do the work |
| Leadership news | New hires and departures at VP level and above | Anyone below the announcement threshold |
| Your CRM | People you’ve already spoken to | Everyone you haven’t, plus people who left since you logged them |
| A B2B data provider | Title, department, seniority and location for everyone in the functions you sell to, with verified contact details on reveal | Reporting lines |
| Conversations with the account | Who reports to whom, who holds budget, who blocks | Scale. You learn it one call at a time |
Lusha builds each profile from its community program, licensed partner directories and publicly available information, checked against each other into one record. The data sources page explains each one.
Why the chart goes stale
People move. Lusha’s decay study puts the rate for US sales leaders at about 1% a month (B2B data decay). Two signals tell you when a seat on your chart changes:
- Job change fires when a contact moves to a new company. The seat is now empty or filled by someone new.
- Promotion fires when a contact moves into a new role at the same company. They may now own the budget, and their old seat has someone new in it.
Both refresh weekly (Lusha facts). See all 26 signal types on the buying signals page.
How to build an org chart for an account in five steps
Account → functions → people by level → who is still there → who decides
- Pick the functions you sell to. Write down two or three: the team that uses your product, the team that pays, and any team that must approve (security, finance, procurement). Forrester found procurement are decision makers in 53% of buying cycles (State of Business Buying, 2026).
- Pull everyone in those functions. Search the company by department and seniority, or open All Employees on a saved company table in Lusha. Ask for C-level, VP, Director and Manager first. Leave the full list for later. The org chart prompt runs this step in Claude.
- Sort them into a chart. One column per function, rows by seniority. Function head at the top, directors under them, managers under the directors. Mark gaps where a seat should exist and nobody shows.
- Check who is still in the seat. Compare the chart to your CRM. Anyone in the CRM but missing from the search has likely moved. Turn on job change and promotion signals for the accounts you plan to work this quarter.
- Find who decides. Run Buying Group on the account. It ranks the people likely to sign, champion and use what you sell, each with a score. Reveal contact details only for the people you’ll contact. Expect fewer phones lower down the chart: in Lusha’s US sales data, 85.3% of C-suite records carry a phone, against 61.2% at manager level (measured October 26, 2026).
Recheck the chart before every stage gate on an open deal and once a quarter on key accounts.
Run both steps in Claude
This prompt builds the org chart, then checks it against the buying group, in one pass.
Use Lusha to build an org chart for [company or domain]. I sell [what you sell] to [the team that uses it].
1. Check my Lusha credit balance first.
2. Search the company for people in [departments, for example Sales and Operations] at Manager level and above. Preview only. Don't reveal emails or phones.
3. Group them into a chart: one column per department, rows by seniority (C-level, VP, Director, Manager). For each person show title, seniority and location. Flag any title whose seniority tag looks wrong.
4. Mark the seats that look empty, for example a department with no VP.
5. Run Buying Group on the company, limited to 10 contacts. Show each person's role and score, and say which of them sit in the departments from step 2.
6. Recommend the three people to contact first and say why. Quote the credit cost before you reveal any email or phone.What you’ll get back
We ran the prompt on a product analytics software company, as a seller of a sales tool. The search returned 138 people in Sales and Operations at Manager level and above, across the US, UK, Germany and Australia. Buying Group returned 10 people. The whole run cost 12 credits: 2 for the search preview, 10 for the buying group. No emails or phones were revealed.
Contact confirmed live via Lusha connector, October 26, 2026. Names masked to initials, company masked.
The org chart (first 50 results, abridged)
| Function | Level | Person | Title | Location |
|---|---|---|---|---|
| Sales | VP | B.W. | Vice President of Sales | Raleigh, US |
| Sales | VP | S.C. | Senior Vice President of Enterprise Sales | Raleigh, US |
| Sales | Tagged C-suite | J.M. | Executive, Commercial Sales | New Jersey, US |
| Sales, Enterprise | VP | S.H., M.P., N.P., M.R. | Regional Vice President of Enterprise Sales (4) | Seattle, Boston, Santa Clara, Denver |
| Sales, Commercial | VP | J.G. | Assistant Vice President of Commercial Sales | US |
| Sales, EMEA | Director | F.B. | Director of Account Executives | Munich, DE |
| Sales, EMEA | Director | M.M. | Director of Commercial Sales | London, UK |
| Sales, APAC | Director | C.M. | Regional Sales Director | Sydney, AU |
| Sales Development | Manager | J.L. | Manager of EMEA and APAC Sales Development | UK |
| Revenue Operations | Manager | N.M. | Senior Revenue Operations Manager | New York, US |
| Revenue Operations | Manager | D.M. | Revenue Operations Manager | London, UK |
Three things the chart shows that a title search wouldn’t:
- Two sales leaders at VP level, plus four regional VPs. The enterprise deal likely runs through the region, not the top.
- No VP or Director of Revenue Operations in the results. Either the seat is empty, sits under another title, or the person is missing from the data. Ask on the first call.
- One seniority tag to check. “Executive, Commercial Sales” is tagged C-suite. Read the title, not just the tag.
The buying group (10 contacts, ranked)
| Role | Score | Title | Department |
|---|---|---|---|
| Decision maker | 0.93 | Vice President of Total Rewards and People Operations | Human Resources |
| Potential champion | 0.89 | Technical Recruiter | Human Resources |
| Potential champion | 0.89 | Senior Technical Support Engineer, AI Support Automation | Information Technology |
| Potential champion | 0.88 | Senior Software Engineer (AI/ML) | Engineering |
| Potential champion | 0.87 | Senior Product Design Manager, Analytics and AI | Product |
| End user | 0.86 | Senior Manager of Security Engineering | Engineering |
| End user | 0.85 | Principal Financial Systems Manager | Finance, IT |
Seven of ten shown. The other three were potential champions in Engineering.
None of the ten sits in Sales or Revenue Operations. Buying Group scores people against the seller profile on the Lusha account running it (docs). It doesn’t read which team you sell to. That is why the prompt builds the org chart first. Step 6 matches the buying group to the departments you named and recommends from the overlap. Our read for a sales tool here: the VP of Sales and a regional VP, with the RevOps manager as the likely champion.
What to check in an org chart data source
Ask any provider these six questions before you buy, including us.
| Check | Why it counts | How Lusha answers it |
|---|---|---|
| Can I filter by department and seniority? | That’s how a list of people becomes a chart | Yes. Every result shows title, seniority and department |
| How do I find out when someone leaves? | A chart without updates is wrong within a quarter | Job change and promotion signals, refreshed weekly (Lusha facts) |
| Does it cover the countries the account works in? | Global accounts run regional budgets | 515M+ contacts across 29M+ companies, filterable by country |
| What do I pay to look before I reveal? | You need the whole chart to pick three people | Browsing the masked buying group in the Workspace is free. Search and reveal costs are on the pricing page |
| How many records at each level carry a phone? | The chart is only useful if you can reach the people on it | Search shows which numbers exist before you pay. US sales: 85.3% of C-suite, 81.6% of VPs and directors, 61.2% of managers |
| Does it show reporting lines? | Lines tell you who approves whom | No. Lusha shows level and function. Confirm lines with the account |
The last row is a limit we state on purpose. A provider that claims complete reporting lines for every company should show you where they come from.
FAQ
What is org chart data?
Org chart data is a record of each person at a company with their title, department, seniority, location and current employer. Grouped by department and level, it shows who runs each function and who sits under them.
Where can I get accurate employee hierarchy data for prospecting?
Start from a B2B data provider that returns title, seniority and department for each person, then check it against your CRM and the account itself. Lusha returns all three on every result and flags job changes and promotions weekly, so you can see when a seat changes. Reporting lines still need to be confirmed with the account.
How do I get org chart data for a global company?
Search the company by department and seniority, then add a country or region filter. Large companies often run budgets by region, so a chart for the whole company can hide who owns the deal you’re working. Build one chart per region you sell into. For a subsidiary with its own domain, run each domain separately.
How do I use an org chart for account planning?
Use it to find where the budget sits before the first call. Mark the function head, the directors under them and any empty seats. Then run Buying Group on the account to see who signs, who champions and who uses what you sell.
What’s the difference between an org chart and a buying group?
An org chart shows everyone in a function by level. A buying group shows the few people who decide on a purchase: the decision maker, the potential champion and the end user, each with a score. You need the chart to read the buying group in context.
Does Lusha show who reports to whom?
No. Lusha shows each person’s title, seniority and department, which tells you the level and the function. Reporting lines come from conversations with the account or from the company’s own announcements.
Related plays
- Pull a verified org chart for a target account
- How to find the decision makers at a company
- Build a buying group for an open opportunity in ChatGPT
- Find the new champion when yours moves on
For the full method on open deals, read how to build a buying group map before a deal closes. To compare phone coverage and cost across providers, see B2B phone number databases compared.
You have the chart. Now find who signs. Map the buying group at your next account
