Create Territories to Control Prospecting Access

Overview

Territories control which contacts and accounts people can access and prospect in Apollo. Admin can define a territory with search filters, then assign it to specific users or groups. Those users can then only prospect using those filters.

Territories can reflect geographic regions, account ownership, industries, company attributes, custom CRM fields, or other supported search criteria. When a territory is assigned, users can only search for and access records that match its rules unless their permission profile allows them to prospect outside assigned territories.

Use territories to divide prospecting responsibilities, prevent duplicate outreach, and ensure each team member focuses on the right contacts and accounts.

It's in the Plan

Territories are available on the organization plan on Apollo. If you need access to territories, upgrade your plan. If you have questions about upgrading, reach out to the sales team.

Check out the following sections to create, manage, and use territories.

Create a Territory

Permission Please

To create territories on Apollo, you need to be an admin or have permission to add or edit territories or territory rules.

To create a territory:

Launch Apollo and go to Settings > Rules of engagement > Territories.
Click New territory.

Name the territory, then assign it to yourself, a specific group of users or teams, or to everyone.
Click Add filters for people and companies.

Add search filters to define which people and companies can be prospected in the territory. Some commonly used filters include account owner, custom fields, location, industry, and number of employees.
Each filter you add further restricts the audience to prospecting only within those parameters.

Lookup - User Field Required

Pro-tip: If you assign account owners in Salesforce or HubSpot and sync that data to Apollo, use custom fields to restrict prospecting activities by the CRM owner. This ensures users only prospect the accounts in Apollo that you have assigned to them in your CRM. The custom field must use the Lookup - User field type. To try this, create a custom field, then map your Salesforce field or configure your HubSpot field mapping to match.

When finished, click Save filters, then click Save to activate the territory.

You have now created a territory and assigned it to users. Repeat these steps to create additional territories. There's no limit to how many you can create.

Use a Territory

When you assign a territory to users, Apollo automatically applies its search filters when they prospect for people and companies. Users can only search for and access records that match their assigned territory unless their permission profile allows them to prospect outside it.

Escape Hatch

Tip: If you want someone to be able to prospect outside their assigned territory, assign them the permission to prospect outside of assigned territories.

The applied territory appears in the territories filter, automatically selected when a user prospects on Apollo. People assigned to a territory can't edit or remove the filter unless they have permission to manage territories or prospect outside their assigned territory.

Manage Territories

To manage territories:

Edit a territory
Duplicate a territory
Delete a territory

Edit a territory

To edit a territory:

Launch Apollo and go to Settings > Rules of engagement > Territories.
Click ... beside the territory > Edit.

Update the territory name, assigned users, or search filters.
When finished, click Save.

Duplicate a territory

Launch Apollo and go to Settings > Rules of engagement > Territories.
Click ... beside the territory > Duplicate.

Name the new territory, then assign it to yourself, specific users or teams, or everyone.
To change the filters copied from the original territory, click Add filters for people and companies, then add or remove filters.
When finished, click Save.

Delete a territory

To delete a territory:

Launch Apollo and go to Settings > Rules of engagement > Territories.
Click ... beside the territory > Delete.

Click Delete to confirm.

Next Steps

Keep refining how your team divides access and targets the right prospects with these related resources.

Search Filters Overview	Need more precise territory rules? Choose and combine search filters to define exactly which people and companies your team can prospect.
Create and Assign Permission Profiles	Configure and assign permission profiles to control who can manage territories or prospect beyond their assigned boundaries.
Create Custom Contact Fields	Create custom contact fields to build territory rules around the ownership and business data that matters to your organization.
Link Custom Salesforce Fields to Custom Apollo Fields	Map Salesforce fields to Apollo to restrict prospecting based on CRM ownership and keep territory assignments aligned across both platforms.
Configure HubSpot Data Mapping	Map HubSpot fields to Apollo to keep CRM owner data available for territory filters and prevent reps from prospecting the wrong accounts.