territory-rules

name: territory-rules description: Apollo.io territory carving, account ownership, named accounts, and transfer processes

Territory Rules

How Territories Are Defined

• Territories are carved [FILL: annually / quarterly] by RevOps + Sales leadership
• Carving criteria: [FILL: geography, industry, company size, ARR potential]
• SMB: [FILL: pooled vs. assigned territories]
• Mid-Market: [FILL: geo-based, assigned to individual AEs]
• Enterprise: [FILL: named account lists, AE assigned]

Account Ownership

Who owns an account?

• If the account is in [FILL: Rep A's] territory and has never been worked → [FILL: Rep A]
• If the account has an active opportunity → the AE on the opportunity
• Named accounts: Assigned to a specific AE regardless of geography

Named Account Lists

• [FILL: how named accounts are determined — top X accounts by ARR potential]
• Named account AE assignments: [FILL: in CRM as account owner / separate list]
• Can't find your named account list? Ask #revops

Account Transfers

When an AE leaves

1. RevOps re-assigns accounts within [FILL: X business days]
2. Open opportunities get a temporary owner from the team
3. CSM relationship stays intact

Requesting a territory transfer (e.g., AE moves to different segment)

1. Manager and RevOps alignment required
2. In-flight opportunities: [FILL: stay with original AE or transfer?]
3. Historical data: Stays with account

Disputed ownership

• Post in #revops with account name and the question
• RevOps makes the call within [FILL: 1 business day]
• Escalation: RevOps lead → Head of Sales

Greenfield vs. Named

• Greenfield: Any account not on a named list, available for prospecting within territory
• Named: Specific account assigned to a rep regardless of inbound activity

Contacts

• Territory questions: #revops
• Territory disputes: @revops-lead in #revops