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Revenue Organization in Cargo provides a complete system for managing your sales team structure and automating lead distribution. It keeps your team hierarchy synchronized with your CRM while giving you fine-grained control over how leads flow to the right reps.

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Core concepts

Revenue Organization consists of three interconnected components that work together to route leads intelligently:
ConceptDescription
MembersYour sales team imported from connected CRMs, enriched with custom metadata like languages and specializations.
TerritoriesNamed pools of members that leads are distributed across with weighted round-robin—each with an optional fallback member.
CapacitiesWorkload limits that ensure fair distribution and prevent rep overload.

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How it works

  1. Leads enter through a play trigger
  2. Matching rules determine which reps are eligible
  3. Capacity checks filter to available team members
  4. Round-robin distributes evenly among eligible reps
  5. Assignment syncs back to your CRM

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Key features

FeatureDescription
CRM syncTeam members automatically import and stay synchronized with Salesforce, HubSpot, or other connected CRMs
Territory routingRoute leads based on geographic regions, industry verticals, or company size segments
Capacity managementSet daily, weekly, or custom limits per rep to balance workloads
Fallback rulesEnsure every lead gets assigned, even when primary routing fails
Allocation historyFull audit trail of every assignment with links to the triggering play run
Model-based capacityCalculate availability from real pipeline data like open deals

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When to use Revenue Organization

Any team with more than one rep benefits from automated routing. Even simple round-robin distribution eliminates manual assignment work.
Geographic, vertical, or segment-based sales structures require rules that match leads to the right territory before assignment.
Capacity limits prevent top performers from being overloaded while ensuring all reps receive fair lead distribution.
Compliance, optimization, or troubleshooting all benefit from knowing exactly when, why, and how each lead was assigned.

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Getting started

1

Connect your CRM

Revenue Organization imports team members from your connected CRM. Make sure your Salesforce or HubSpot integration is configured.
2

Define territories

Group your members into territories that reflect your sales structure—by region, vertical, or any custom segmentation.
3

Set capacities

Configure workload limits to ensure fair distribution. Start conservative and adjust based on actual throughput.
4

Add allocation to a play

Route leads through your revenue organization rules with an allocation step in a play.

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From the CLI

The whole revenue-organization domain is scriptable from the CLI (there are no CDK define* builders for it yet): 
cargo-ai revenue-organization member list
cargo-ai revenue-organization territory create \
  --label "West" --color orange \
  --members '[{"uuid":"<member-uuid>","weight":1}]'
cargo-ai revenue-organization capacity create --name "AE Capacity" --color purple
cargo-ai revenue-organization allocation list
Lead allocation itself is currently configured as a step in the visual play editor (the Allocate node) — see Workflows for the code vs. canvas coverage.

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Next steps

Territories

Group members into pools and distribute leads across them.

Capacities

Cap how many records each member receives within a time window.

Build a play

Create workflows that trigger lead allocation.

Salesforce integration

Connect your CRM to import team members automatically.