Hold the ceiling at A2 for territory & quota planning. Segmentation and capacity math are fully agentic. Quota is a compensation commitment to named people, so the final allocation carries a human signature. Raise it only after two consecutive quarters where the override rate stays under five percent and every override has a written cause.

Keep the repeatable territory volume in the spine and pull the exception tail back into the function. The spine is cheaper per unit; the tail is where the context that prevents rework actually sits.

Hold the ceiling at A3 for account planning. Agents author the account strategy end to end. The rep owns the relationship and ratifies the plan they will actually run. Raise it only after two consecutive quarters where the override rate stays under five percent and every override has a written cause.

Keep the repeatable account plan volume in the spine and pull the exception tail back into the function. The spine is cheaper per unit; the tail is where the context that prevents rework actually sits.

Hold the ceiling at A4 for demand qualification. The most deterministic step in the revenue engine. Enrichment, scoring and sequencing run touchless; the only human act is a seller accepting the meeting. Raise it only after two consecutive quarters where the override rate stays under five percent and every override has a written cause.

Hold the ceiling at A2 for opportunity management. Hygiene, risk detection and counter-move drafting are agentic. Stage advancement and commit remain seller assertions because forecast integrity depends on human accountability. Raise it only after two consecutive quarters where the override rate stays under five percent and every override has a written cause.

Agents in this lane may act without a human when the territory sits inside the stated value, risk and confidence envelope. Outside it, the unit holds at a gate with a named approver and a running clock.

Every autonomous decision writes inputs, the rule version applied, the model and prompt version, the output and a reversal path. An action with no evidence record is treated as a control failure, not a fast decision.

Agents in this lane may act without a human when the account plan sits inside the stated value, risk and confidence envelope. Outside it, the unit holds at a gate with a named approver and a running clock.

Every autonomous decision writes inputs, the rule version applied, the model and prompt version, the output and a reversal path. An action with no evidence record is treated as a control failure, not a fast decision.

Escalation is mandatory when confidence falls below the floor, when two options sit inside the confidence band, or when a break condition on a ratified position fires. VP Strategic Accounts owns the response clock.

Agents in this lane may act without a human when the lead sits inside the stated value, risk and confidence envelope. Outside it, the unit holds at a gate with a named approver and a running clock.