Sales Manager vs. Account Executive: who sees what
The CRM has two working levels inside the sales team: an Account Executive can read the whole CRM but works — and can only edit — their own book, while sales leadership sees and administers everything. Here's the practical difference, side by side.
Two ways to be "leadership"
Sales leadership isn't a single role — it's anyone who is a Tenant Admin, anyone with the Sales Manager role, or anyone else with a sales-leadership flag turned on for their profile. That last option means a Tenant Admin can grant leadership-level CRM visibility to someone without changing their underlying role. Whichever path got them there, all three are treated identically by the CRM.
Side-by-side
| Area | Account Executive | Sales Manager / leadership |
|---|---|---|
| Companies | Can open and read every company; owns and works their book (own + co-owned + the unowned prospect pool) | Every company in the CRM, plus assignment rights |
| Deals | Sees every deal on the board and company records; can only create deals on their own book, and edit deals they own or that sit on their book | Every deal, any owner — view and edit |
| Sales reports | Their own numbers | Everyone's, plus the whole-team rollup |
| Sales Home | "Your Day" — own pipeline, follow-ups, goal progress, AI coaching | Team cockpit — leaderboard, team pipeline, whole-team numbers, with a toggle back to their own day |
| Company/owner assignment | Can claim an unowned prospect; cannot reassign an owned company | Can assign, reassign, or add co-owners on any company |
| Sales goals | Views own progress only | Sets and edits goals for any rep or the whole team |
| Campaigns | Can send to up to 25 recipients without approval; larger or marketing-class sends require approval | Approves or rejects any pending campaign, of any size, from any AE |
The companies list filter
On the Companies list, an Account Executive gets three filters: All, Mine, and Unowned. "All" genuinely shows every company in the workspace — reading any account is allowed by design; it's editing that stays limited to your own book. "Mine" focuses the list on your book, and "Unowned" shows the claimable prospect pool. The Deals board works the same way: every deal in the workspace is visible, with a Mine chip to focus on just your own.
Campaign approval in practice
Any Account Executive can send a small campaign (25 recipients or fewer) on their own approval. Anything larger, or any campaign flagged as marketing rather than a service notice, goes into a pending-approval queue that only sales leadership can see and act on — an AE who opens the Approvals tab on a campaign they can't approve sees a blocked state, not the queue itself.
For the mechanics of ownership and claiming, see "Company ownership and the account executive book." For how goals and progress work, see "Setting sales goals and tracking progress." For the full tenant-wide role model beyond sales, see "Roles & permissions: who sees what."