Function cockpit

Revenue Operations

One revenue operating picture, recalculated continuously instead of quarterly.

Autonomy0% / 88%

Phase: Phase 4 — Cross-functional orchestration

Run territory, pipeline, forecast, routing, quote and renewal operations through policies and live signals rather than spreadsheet-driven periodic cycles.

Trust score

Touchless

Human review

Override rate

Capacity released

25-45% operational capacity; ±5% forecast variance aspiration

Accountable human

SVP Revenue Operations

CoS agent: RevOps Chief of Staff

Gates, kill switches, and the decision ledger

Governance

Autonomy is only defensible if the brakes are documented

Every gate below names a threshold, an approver, and a clock. Everything the function has decided recently sits in the ledger underneath, whether a person or an agent made the call.

Active gates

Pending decisions

Approved this cycle

Contained or reversed

Gate register

The conditions under which an agent must stop and ask.

Gate	Trigger threshold	Approver	SLA	Waivable
Quote above $250,000 Approval gate	Any quote exceeding $250,000 total contract value	Deal desk	4 business hours	Hard stop
Margin below floor Approval gate	Any configuration priced beneath the published margin floor	Deal desk and Finance	1 business day	Hard stop
Territory change affecting 10+ sellers Approval gate	Coverage change touching more than 10 quota-carrying sellers	SVP Revenue Operations	3 business days	Hard stop
Commission variance above 2% Escalation	Calculated payout deviating more than 2% from modeled expectation	Finance controller	2 business days	Hard stop

Decision ledger

Immutable record of what was decided, by whom, and how long it took.

2 awaiting you

Approval gate
Below-floor configuration held on Cobalt Health
PendingHigh
Pricing Agent blocked a configuration 4.2 points beneath the margin floor and packaged the margin bridge for deal-desk and Finance review.
Deal desk · 9d 6h ago
Requester can escalate only at this materiality
Notification
Duplicate account cluster resolved
Auto-executedLow
CRM Steward merged 212 duplicate account records under the published data contract and preserved the full merge lineage.
CRM Steward · 9d 7h ago
Oversight
Forecast range widened on evidence gap
Auto-executedMedium
Forecast Agent widened the range after three enterprise deals lost next-step evidence. Assumption log published with the exception list.
Forecast Agent · 9d 8h ago
Escalation
Territory simulation exceeded fairness band
PendingHigh
Territory Designer produced a coverage plan that moved 14 sellers. Simulation held; fairness analysis attached for SVP review.
SVP Revenue Operations · 9d 12h ago
Requester can escalate only at this materiality

Kill switches

Named, tested, and reachable in one click by the accountable human.

Unauthorized price change detected
Mass rerouting event
Forecast instability beyond tolerance band
System-of-record mismatch on revenue data
Commission calculation variance above threshold

Human accountability

Cannot be delegated to an agent at any autonomy level.

Quota philosophy and territory fairness
Published forecast commitment
Pricing policy and exceptional discounts
Material commission payout and disputed credit
Nonstandard contract terms

Signs for this function

SVP Revenue Operations