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Review pipeline

Settings → Organization → Sales → Pipeline decides which accounts reach your team, who reviews them, how long they have, and who runs the outreach afterwards. Owners and Admins only.

Everything here shapes what your reps see in Funnel and Campaigns.

Table of contents

  1. What enters review

  2. Review stages

  3. Who runs the outreach

  4. Acting on someone else's review

  5. Territory

  6. When assignments are recalculated

What enters review

Minimum conviction score is the bar. An account only reaches the review queue once one of its pains scores at or above it, on the 1 to 5 conviction scale. Below the bar the account stays in Monitoring and nobody is asked to look at it.

This is the single most effective dial you have. Lower it and your team sees more, with weaker evidence. Raise it and they see less, with stronger evidence. Changing it takes effect immediately: accounts that newly qualify are promoted, and accounts nobody has touched yet drop back to Monitoring.

Review SLA sets whether reviews carry a deadline at all, and how many hours before that deadline a warning appears.

Review stages

A stage is one round of review. Most teams run one. You can run several, for example a BDR who qualifies and an AE who confirms, and presets are offered for the common shapes.

Each stage carries:

Setting

What it does

Stage name

What reviewers see on the account

SLA

How many days a reviewer has at this stage

Sales roles

Which roles may hold this stage. Rembrandt assigns the account to someone with a matching role in its territory

Roles mode

Whether those roles are equal, or ranked so the highest-priority pool with an available member wins

Review permission

Whether the stage can act on the account, or only read it and see analytics

Weekly digest

Whether the people on this stage get the weekly summary mail

The last stage is where the decision becomes real: approving there hands the account over and creates the campaign.

Who runs the outreach

Executor settings decide who owns an account once the final stage approves it.

Set the roles allowed to execute and the SLA they get. A reviewer can also take it themselves with Claim in the briefing, in which case they become the executor.

The executor is sticky. Once outreach is under way, changing these settings does not move a running campaign to someone else. Only a member leaving the organization or losing the territory triggers reassignment.

Acting on someone else's review

Override permissions decide whether a colleague can act on an account assigned to someone else:

  • Off: only the assignee acts.

  • Role match: anyone holding the same sales role can step in.

  • Seniority: a more senior role can act on a less senior one, treating BDR, AE and Sales Director as a chain.

This is the setting to reach for when holidays or handovers keep blocking your queue.

Territory

Reviewers only ever see accounts in their territory, which is set per account under Intelligence → Accounts. The pipeline page shows your coverage, including accounts with nobody assigned.

An account with no territory is treated as open, so anyone eligible can pick it up rather than it stalling.

If a rep reports an empty queue while work clearly exists, coverage is almost always the reason.

When assignments are recalculated

Rembrandt keeps reviewer assignments correct without an admin nudging anything: when a member leaves, when territory changes, when scores move an account in or out, and when you change the settings on this page.

Two controls shape that:

  • Keep valid reviewers: leave an assignment alone as long as the person is still eligible, rather than reshuffling for its own sake.

  • Protect manual reassignments: how long a deliberate reassignment survives. Forever, for a set number of days, or not at all.

Rebalance now runs the recalculation once, on demand, which is useful straight after a territory change.

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