Overview - Cargo Documentation

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.

Core concepts

Revenue Organization consists of three interconnected components that work together to route leads intelligently:

Concept	Description
Members	Your sales team imported from connected CRMs, enriched with custom metadata like languages and specializations.
Territories	Named pools of members that leads are distributed across with weighted round-robin—each with an optional fallback member.
Capacities	Workload limits that ensure fair distribution and prevent rep overload.

How it works

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

Key features

Feature	Description
CRM sync	Team members automatically import and stay synchronized with Salesforce, HubSpot, or other connected CRMs
Territory routing	Route leads based on geographic regions, industry verticals, or company size segments
Capacity management	Set daily, weekly, or custom limits per rep to balance workloads
Fallback rules	Ensure every lead gets assigned, even when primary routing fails
Allocation history	Full audit trail of every assignment with links to the triggering play run
Model-based capacity	Calculate availability from real pipeline data like open deals

When to use Revenue Organization

You have multiple sales reps

Any team with more than one rep benefits from automated routing. Even simple round-robin distribution eliminates manual assignment work.

You need territory-based routing

Geographic, vertical, or segment-based sales structures require rules that match leads to the right territory before assignment.

You want to balance workloads

Capacity limits prevent top performers from being overloaded while ensuring all reps receive fair lead distribution.

You need assignment audit trails

Compliance, optimization, or troubleshooting all benefit from knowing exactly when, why, and how each lead was assigned.

Getting started

Connect your CRM

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

Define territories

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

Set capacities

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

Add allocation to a play

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

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.

Next steps

Members

Import your team from a CRM and enrich them with routing metadata.

Territories

Group members into pools and distribute leads across them.

Capacities

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

Using the UI

Build territories, capacities, and allocation from the workspace.

​Core concepts

​How it works

​Key features

​When to use Revenue Organization

​Getting started

​From the CLI

​Next steps

Members

Territories

Capacities

Using the UI

Core concepts

How it works

Key features

When to use Revenue Organization

Getting started

From the CLI

Next steps