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What this is: the rules Clay's GTM Ops team uses to carve accounts into rep territories: the segments, the Account Fit Score that ranks accounts, the single eligibility rule, and what gets excluded before anything is scored. Shared as a reference for How Clay Uses Clay: Territory Planning.

The whole rule in one line: an account is carved into a territory when its Account Fit Score is above 60, it has no open opportunity, and no rep is already assigned. Everything else here is how we get to that score and who the account goes to.

Use it to: decide your own segments, pick and weight your scoring criteria, and write down your exclusions before you carve. The specific lists are ours; the structure is what to copy.

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How the carve runs

Apply in order. The first step that decides an account wins.

1. Exclude: drop accounts on the exclusion list → section 4
2. Score: give every remaining account an Account Fit Score from 0–100 → section 2
3. Check eligibility: Fit Score above 60, no open opportunity, no rep assigned → section 3. Accounts with an open opp or an owner stay where they are.
4. Segment and route: by the Ultimate Parent's headcount and by region → section 1
5. Assign: within each segment and region, deal accounts to reps from the highest score down until every rep is at capacity. Anything left waits in the unowned pool.

1. Rules of Engagement

Segment is derived from the Ultimate Parent's employee count. Rep capacity is the number of accounts a rep holds in their book.

Geography

• Regions: NAMER (US East / US West) · EMEA (France; rest of EMEA pooled)
• Pooled geos: SF Bay Area, New York City, London. These route across all reps of a segment in the region, ignoring sub-region
• Cross-sub-region assignment is off by default

Hierarchy

• A parent and its subsidiaries are one account family. The Ultimate Parent's headcount sets the segment; the parent's owner owns the whole hierarchy
• Exception: holding companies (PE funds, conglomerates) whose subsidiaries run independently. Each subsidiary is segmented on its own
• F500: an Ultimate Parent on the current Fortune 500 list is F500 regardless of headcount and sits with the Enterprise team, so it is not carved here

Cadence

Books are rebalanced on a rolling basis, not in an annual reset. The closer to continuous the better; the limit is how long a rep needs to work an account, not the tooling.

Feedback

Managers and reps can reject an account from a book, but must give a reason. Rejections feed the next scoring iteration. Expect roughly 10–15% of a book to be flagged at first and drive that down over time.

2. Account Fit Score: criteria and weightings

Score each factor from 0–100, multiply by its weight, add them up → Account Fit Score (0–100).

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Where the factors came from: research into what actually changes how a company buys: their GTM motion, the tooling they use, who they target, and the shape of their go-to-market team. Some are standard enrichment fields; the rest come from AI research on the account.

No black box: every component score is written back next to the total, so a rep can see exactly why an account scored the way it did.

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Grades

Picking your own weights

• Start with the factors that explain your best existing customers, not every field you can enrich
• Put most of the weight on the top two or three; the rest are tie-breakers
• Test on ~6 accounts you already know (three strong fits, two in the middle, one clearly off) and adjust until the ranking matches your judgment
• Only then run the full list. Weights will move again once rep feedback comes in

3. Eligibility

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An account is carved into a territory only if all three hold:

1. Account Fit Score > 60
2. No open opportunity on the account
3. No rep assigned: unowned, not already being worked, not a current customer with an owner </aside>