A sales organisation runs on separation of authority: the rep who wants the discount does not approve it, and the manager who reviews the team’s forecast does not edit a rep’s number. Permissions are by role, on records and on actions, and an agent acting for a person is bound by the same matrix.
View, create, edit and delete per table, with row filters where they matter. An account executive edits accounts in their own territory and the ones they are on the team for; a customer success manager edits contracts on customer accounts.
Accept a lead, approve a quote step, validate a win, approve a realignment move, review a forecast, lock a period. Actions are granted apart from record rights, so a manager can see a quote they may not approve and an executive can read every forecast without editing one.
Some fields are read-only for some roles. A rep sees the floor price on a price book entry and cannot change it; a rep sees the manager’s forecast adjustment and cannot edit it; nobody edits a stage history row.
The system refuses conflicting duties on one record. Nobody approves their own quote, a manager cannot approve a quote on a deal they own, and the rep who marks a deal closed is not the person who validates it.
An approver can name a delegate until a date; the step records both the approver it was addressed to and the delegate who decided.
Account team membership grants read or edit on an account and its deals without transferring ownership, so a sales engineer or an executive sponsor can work the account.
| Role | Accounts | Contacts | Pipeline | Quotes | Activities | Renewals | Forecast |
|---|---|---|---|---|---|---|---|
| Admin | Edit | — | Edit | Edit | — | — | Edit |
| Sales Development Rep | View | Edit | Edit | — | Edit | — | — |
| Account Executive | Edit | Edit | Approve | Edit | Edit | Edit | Edit |
| Sales Manager | Approve | — | Approve | Approve | Approve | Approve | Approve |
| Deal Desk | View | — | View | Approve | View | Edit | View |
| Customer Success Manager | Edit | Edit | Edit | Edit | Edit | Edit | Edit |
| Sales Operations | Edit | — | Edit | — | — | — | Edit |
| Executive | View | — | View | — | View | View | View |
Owns configuration, users and security across the system.
Works inbound and outbound leads to qualification and hands them to an account executive.
Starts on: My Week
Owns the accounts, contacts, opportunities and quotes in their territory and submits the weekly forecast.
Starts on: My Week
Runs a team of reps: approves negotiation and discounts within manager authority, approves the team’s realignment moves, reviews forecasts and sets quotas.
Starts on: My Week
Guards price, terms and bookings: approves quotes below floor price or outside standard terms, validates closed-won deals against the accepted quote, and maintains the price books and thresholds.
Starts on: Quotes Awaiting Approval
Owns customers after the win: contracts, renewal risk, renewal and expansion deals.
Starts on: My Week
Owns territories, stages, quotas, sources, campaigns, rates and data hygiene, without a book of business.
Starts on: Closed Won Awaiting Validation
Reads the forecast, the pipeline and the renewal book without editing any of it.
Starts on: Renewals Due in 120 Days
Start free, then use Proto to change fields, steps and approvals before your team goes live.