How to route HubSpot leads by territory and company size
Automatically assign leads to the right rep based on geography and company size. Enterprise leads go to senior AEs, SMB leads to a separate team, and each territory has a dedicated owner.
Why route by territory and size?
Generic round-robin routing ignores context. An enterprise prospect in New York should go to the enterprise AE who covers the Northeast, not a random SDR. A 10-person startup should go to the SMB team, not take up an enterprise rep's time.
Territory and size-based routing ensures:
- Leads go to the rep with the right expertise and territory knowledge
- Enterprise and SMB segments are worked differently
- Existing accounts keep their assigned owner
- New territories can be added by updating a config, not rebuilding the automation
What you'll need
- HubSpot account with API access
- A territory mapping (region → owner, size tier → team)
- Enriched company data in HubSpot (state, country, employee count)
- Slack workspace for rep notifications
Choose your approach
Select an approach below to see the full step-by-step guide.
n8n
mediumHubSpot Trigger → Code node with territory/size rules → Update Owner → Slack notify
Zapier
mediumNew Contact → Paths for territory/size logic → Update Contact → Slack DM
Make
mediumWatch Contacts → Router with filters per territory → Update → Slack
Agent Skill
lowAgent skill to apply or update territory assignments in bulk
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Frequently Asked Questions
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