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Pipeline agents are always-on discovery jobs that hunt for pipeline while you focus on the deals in front of you. Each agent is tied to a seller profile and scans the monitored accounts for candidate opportunities. Candidates are surfaced for human review; the ones you activate are materialized as full Sales Strategies with a scorecard, deal outlook, and stakeholder roster ready to work.

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Pipeline Agents overview

  1. Configure — a four-step wizard captures the agent’s seller profile, your revenue goal, mission, greenfield/cross-sell mix, priority areas, and schedule (on-demand or weekly).
  2. Discover — the agent scans the monitored accounts.
  3. Evaluate — each eligible account is scored against the agent’s mission and priority areas, producing a strength score, deal outlook, and viability narrative. Accounts suggested for pursuit are indicated as “found” in the activity tab, while those not matching the criteria are rejected with full reasoning provided.
  4. Review — all pending strategies land in the agent’s overview queue as candidates. You can activate or dismiss them. Filters allow you to narrow the queue by signal, industry, close timing, and more.
  5. Activate — accepting a candidate creates a full opportunity strategy in ShiftUp. By default each strategy is assigned to its account’s Salesforce owner (resolved live at activation), with fallbacks and manual override available.

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Create an agent

Open Pipeline agents in the left sidebar and click New pipeline agent. The create wizard steps through:
  1. Details — pick a seller profile, name the agent, and optionally set the revenue goal.
  2. Mission and target mix — choose an auto-generated mission or write your own, optionally set preferred days to close, and use the slider to split effort between greenfield and cross-sell.
  3. Priority areas — review the AI-generated focus areas. Use the chat to refine them (“focus on manufacturing customers under 500 employees”, “drop the healthcare block”).
  4. Filters — optionally add pending-candidate filters up front so the queue is pre-scoped when the first run finishes.
  5. Review and start — confirm the configuration, pick a schedule (on-demand or weekly), and start the first run.

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Review candidates

Selecting an agent opens its detail view with three tabs:
  • Overview — pending and active candidate tables. Pending review supports a filters, facet suggestions (“15 accounts with expiring contracts”), and filtered value/count summaries.
  • Activity — run progress, the full candidate history sorted by last updated, and run/abort controls.
  • Settings — edit the agent’s name, mission, priority areas, account overrides, and schedule. You can also archive the pipeline agent mission from here.
Each candidate opens includes a brief: a single-page viability narrative covering who the account is, why now, the pain hypothesis, the deal outlook, the recommended stakeholders, and the strength score with its supporting evidence.

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Candidate actions

  • Accept one — creates a full opportunity strategy from the candidate. The activation dialog lets you choose how the strategy is assigned (see Assignment on activation).
  • Select mode — click Select in the pending table header to reveal checkboxes on pending-review and activation-failed rows (shift-click selects a range). Bulk Activate or Dismiss fans out per candidate with per-candidate failure reporting.
  • Accept all — filter-scoped: accepts every pending candidate matching the active filters, including pages the table hasn’t loaded, using the same activation dialog.
  • Cancel activation — returns an in-flight activation to review state.
  • Dismiss — marks the candidate as dismissed; it stays in history but won’t be re-surfaced.

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Assignment on activation

The activation dialog picks who owns each new strategy:
  • Automatic (default) — each strategy is assigned to its account’s Salesforce owner. ShiftUp re-reads Account.OwnerId at activation time, so stale seed data on a candidate row can’t misroute a strategy or overwrite a new owner. A preview breaks the batch into owned and ownerless accounts.
  • Fallback for accounts without an owner — pick a single user (or leave unassigned) to catch accounts that have no resolvable owner at activation. This only applies to those rows.
  • Everything to one user — switch to a typeahead to search users by name and assign the entire batch to one person.
  • Suggested assignees — the last successful assignment for the current filter set is remembered per agent and offered back the next time you activate a similar batch, with provenance (“you assigned this filter set to username”).
  • Also make this user the account owner — an opt-in checkbox on both the fallback picker (in Automatic mode) and the specific-user picker. When checked, ShiftUp updates the Salesforce Account owner and the ShiftUp Account Plan owner to the chosen user after the strategy is created. The transfer is scoped to the accounts the chosen user was assigned in this activation. This option is hidden or disabled unless the transfer feature is turned on for the org and you have Modify All Data — see Permissions.

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Filtering the pending queue

The pending review filter bar exposes the same server-side facets the agent used during evaluation — industry, employee band, pipeline timing, signal type, opportunity value, and more. Turn a row signal chip into a filter with one click, or open the picker to add filters manually. The filtered value and count summary updates as you narrow. The pending table also includes:
  • Account owner column — shows each candidate’s Salesforce account owner. It appears in the on-screen table and in the exported PDF.
  • Account owner filter — a multi-select facet in the filter bar.
  • Owner-name search — the pending search box matches on account owner name in addition to account name.
  • Row context menu — right-click a pending row for Filter by Account owner: username (alongside the other one-click “Filter by…” shortcuts for industry, value band, close window, and so on).

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Provenance on activated strategies

Every strategy an agent creates carries the source agent in a Sourced by badge on the strategy detail page. The strategies list also includes a sortable Pipeline Agent column, letting you slice pipeline by source and jump from a strategy back to the agent that generated it.

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Approvals in the Workspace

The Strategy approvals widget in the Workspace is the manager’s shared queue for pipeline agent candidates. When more than one agent exists, pick an agent from the widget picker; the widget then scrolls through every pending candidate for that agent, sorted server-side by your chosen key, with the same accept / dismiss / bulk actions available on the agent detail page. Managers and admins land on a pending-led workspace layout by default that surfaces this widget first.

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Permissions

Pipeline agent access is opt-in via two permission sets:
  • ShiftUp Pipeline Agent Viewer — read pipeline agents and their candidates.
  • ShiftUp Pipeline Agent Manager — create, edit, run, activate candidates, and archive agents.
Assign these from the user setup Permissions Management modal. They stack with your personas — Seller, Manager, Admin — and are removed cleanly when you use Remove Permissions.

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Account ownership transfer on activation

The “Also make this user the account owner” opt-in on the activation dialog is gated by two things, both checked server-side at activation:
  • Enable_Account_Owner_Transfer app setting — an admin-only ShiftUp setting, off by default. Turn it on from ShiftUp Setup → Allow account ownership changes from activation. When the setting is off, the checkbox is hidden or disabled and the dialog explains that an admin needs to enable it.
  • Modify All Data — the acting user must hold the Salesforce Modify All Data system permission. Users without it see the option locked out even when the org setting is on.
Enabling the setting also syncs the packaged ShiftUp Account Transfer permission set, which carries the Salesforce object permissions needed to update Account.OwnerId and the ShiftUp Account Plan owner.