Economic buyer

The committee member whose signature actually releases the money — on a $50k WPH deal, typically a CEO or group-level executive, with a CFO gate now applying to most deals above ~$50k. The economic buyer is often not the person you talk to most; the marketing leader who found you usually has to win them over internally. Knowing who they are at each Tier 1 account is part of the account-mapping work in Level 1.

First used in: 1.1 · How enterprise buyers buy