Territory Assignment Rules

Geographic Hierarchy

Segment Definitions

Primary Assignment Criteria

Accounts are assigned based on the following hierarchy:

1. Named Account List: Strategic and Enterprise accounts are explicitly assigned to specific AEs
2. Headquarters Location: For non-named accounts, HQ address determines territory
3. Parent/Subsidiary Alignment: Subsidiaries align with parent account owner
4. Industry Vertical: Some accounts assigned to vertical specialists regardless of geography

Named Account Rules

• Named accounts are assigned annually during territory planning
• Named account lists are locked for the fiscal year except for approved changes
• Maximum named accounts per Enterprise AE: 25-40
• Maximum named accounts per Mid-Market AE: 75-100
• Named accounts cannot be changed without Director approval

Geographic Territory Rules

• Territory boundaries are defined by postal codes/ZIP codes
• Account assignment based on HQ billing address in Salesforce
• If HQ address is ambiguous, use primary contact location
• Remote/distributed companies: Assign based on corporate HQ

Parent-Subsidiary Rules

• All subsidiaries roll up to the parent account owner
• Parent defined as: Majority ownership (>50%) or operational control
• Divisions with separate purchasing authority may be assigned separately with VP approval
• Acquisitions: Acquiring company's AE assumes ownership of acquired accounts

Inbound Lead Routing

New Business Registration

When an AE identifies a new prospect not in Salesforce:

1. Create Account and Opportunity in Salesforce
2. System validates against territory rules
3. If match: Auto-assignment confirmed
4. If conflict: Routed to Sales Ops for resolution
5. Disputes must be raised within 5 business days

Common Dispute Scenarios

Dispute Resolution Process

1. AE Discussion: AEs attempt to resolve directly (24-hour window)
2. Manager Mediation: If unresolved, managers discuss (48-hour window)
3. Sales Ops Review: Sales Ops reviews data and makes recommendation
4. Director Decision: Regional Director makes final decision
5. VP Appeal: Either party may appeal to VP (rare, decision usually final)

Dispute Submission

Submit disputes through Salesforce:

1. Navigate to Account or Opportunity
2. Click "Territory Dispute"
3. Complete dispute form with supporting evidence
4. Attach relevant documentation (emails, meeting notes, etc.)
5. Submit for review

When Territories Change

• Annual Planning: Major realignment during fiscal year planning
• Rep Departure: Immediate reassignment of vacant territories
• Promotion/Role Change: Account transitions to replacement
• Restructuring: Mid-year changes due to business needs

Account Transition Rules

Transition Process

1. Notification: Sales Ops notifies both reps of transition date
2. Account Review: Joint call to review all accounts and opportunities
3. Customer Communication: Outgoing rep introduces incoming rep
4. Documentation: Outgoing rep documents key relationships and context
5. Salesforce Update: Sales Ops updates ownership on effective date
6. 30-Day Support: Outgoing rep available for questions

Global Accounts

• Designated global accounts have a Global Account Manager (GAM)
• GAM coordinates across all geographies
• Local AEs support in-region activities but GAM owns relationship
• Revenue credit per Global Account governance model

Partner-Sourced Opportunities

• Partner manager registers opportunity
• Territory AE engaged for sales support
• Credit split per Partner Program rules
• AE retains account relationship post-sale

Vertical Specialists

• Some accounts assigned to industry vertical specialists
• Geographic AE may provide local support
• Vertical specialist owns quota credit
• Overlay support compensated separately