Function cockpit

Sales

Agents prepare, capture and coordinate. Sellers own the relationship.

Autonomy0% / 82%

Phase: Phase 3 — Functional orchestration

Run the account estate as a continuously sensed system: research, briefs, CRM truth, follow-up and pipeline risk are agent work; commitments made to customers remain human.

Trust score

Touchless

Human review

Override rate

Capacity released

20-40% seller capacity (aspiration, requires local baselining)

Accountable human

Chief Revenue Officer

CoS agent: Sales 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
Mass campaign above 500 recipients Approval gate	Any bounded outreach exceeding 500 recipients in a rolling 24 hours	Sales leader	4 business hours	Hard stop
Nonstandard commercial statement Approval gate	Any language outside the approved commercial library	Deal desk	1 business day	Hard stop
Protected or executive account contact Escalation	Outreach to named strategic, executive or legally protected accounts	Account executive	2 business hours	Hard stop
Evidence provenance audit Oversight	Weekly sample of 5% of agent-produced customer briefs	Sales operations	Weekly	With written rationale

Decision ledger

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

3 awaiting you

Escalation
SLS-4821: escalated
PendingMedium
Renewal risk pack — Northwind Logistics — decided from the Enterprise Chief of Staff lens on the ops floor.
Avery Chen (Enterprise Chief of Staff) · 8d 12h ago
Requester can escalate only at this materiality
Approval gate
Discount above published band on Northwind renewal
PendingHigh
Proposal Agent assembled a 22% discount scenario; published autonomous band is 15%. Package paused with evidence and margin impact attached.
Deal Desk Chief of Staff · 9d 5h ago
Requester can escalate only at this materiality
Handoff
Qualified signal transferred from Marketing
Auto-executedLow
Journey Operator handed a high-intent account to Qualification Agent with consent state, engagement history and attribution evidence intact.
Sales Chief of Staff · 9d 7h ago
Notification
Outreach suppression applied to 34 contacts
Auto-executedLow
Consent register showed opt-out for 34 contacts inside an approved sequence. Engagement Agent suppressed automatically and logged evidence.
Engagement Agent · 9d 8h ago
Escalation
Single-threaded strategic account flagged
PendingHigh
Relationship-Risk Agent detected loss of the only active sponsor at Halstead Group after a leadership change. Multithreading plan drafted for human approval.
Account executive · 9d 11h ago
Requester can escalate only at this materiality

Kill switches

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

Incorrect customer identity resolution
Fabricated evidence in a customer-facing brief
Opt-out or consent breach detected
Abnormal outbound message volume
Unapproved commercial representation

Human accountability

Cannot be delegated to an agent at any autonomy level.

Target-segment strategy and account planning
Executive relationships and trust repair
Representations and commitments made to customers
Material discounts and negotiation posture
Opportunity closure and sensitive account remediation

Signs for this function

Chief Revenue Officer