Challenge
Assigning accounts purely on headcount count creates hidden imbalance — a $50K single-product account and a $500K five-product account are treated identically, overloading CSMs with lower headcount but higher complexity.
What I built: Designed a Constrained Greedy Heuristic that evaluates four dimensions (Volume 35%, ARR 25%, Renewal Balance 25%, Portfolio Risk 15%) with dynamic capacity re-calculation. Includes the Bouncer pattern for white-glove Enterprise handling, ARR anchoring (vs TCV) to avoid renewal penalties, and a New Hire Magnet for accelerated ramp.
Result: Dynamic, complexity-weighted assignment replacing manual spreadsheet passes — 1,200+ accounts balanced across the team with zero manual reconciliation cycles.