How Salesforce RBAC works in Airspeed
Last updated: October 13, 2026
Salesforce already decides who can see which deals, accounts and calls at your company — through role hierarchies, sharing rules and organization-wide defaults. When Salesforce RBAC (role-based access control) is turned on for your org, Airspeed mirrors those same rules instead of asking you to rebuild them. If someone can't see a deal in Salesforce, they won't see the matching call, transcript, or coaching detail in Airspeed either.
Note: Salesforce RBAC is enabled per organization by your Airspeed contact. If it isn't turned on, Airspeed instead uses its own visibility settings — see “Other visibility modes” below.
What Salesforce RBAC controls in Airspeed
Once it's on, a person's Salesforce permissions decide what they can see in Airspeed for:
Calls linked to an Opportunity or Account they can't read in Salesforce
Deals and accounts in Airspeed's pipeline and company views
Coaching detail tied to those calls — call titles, transcripts, feedback, and example clips referenced from a scorecard (see “Coaching and scorecards” below)
Ask Airspeed's answers — the agent only references calls and deals you could open yourself, whether you're asking in the app or through an integration
It does not control your own scorecards or personal call history — you can always see calls you took part in.
How it works
Airspeed reads three layers from Salesforce, the same layers Salesforce itself uses to decide sharing:
Layer | What it is | What Airspeed does with it |
|---|---|---|
Organization-wide defaults (OWD) | The baseline sharing level for Accounts and Opportunities — Private, Public Read Only, or Public Read/Write | If an object is Public Read (or better), everyone with object-level access sees every record of that type |
Object permissions | Whether a profile/permission set can Read an object at all, or has “View All” on it | No Read access means the person sees none of that object's records in Airspeed, regardless of individual shares |
Record-level sharing | Role hierarchy, sharing rules, and manual/team shares on individual Accounts and Opportunities | For records that aren't opened up by OWD or View All, Airspeed checks who Salesforce actually shares that specific record with |
Airspeed keeps a synced copy of these permissions so it doesn't have to call out to Salesforce on every page load. A full resync runs on a schedule and reconciles automatically, so a role change or a new sharing rule in Salesforce shows up in Airspeed shortly after — not instantly. When someone new joins your Salesforce org, Airspeed also runs a lightweight sync right away: it picks up their group membership and access grants and repairs their historical call participation, without waiting for the next full resync.
Coaching and scorecards
Scorecards involve two separate access decisions: who can browse someone's coaching history at all, and what detail shows on each individual result.
Who can browse whose scorecards
This is a separate setting from Salesforce RBAC, configured by your admin in Settings → Coaching:
Mode | Who can see a rep's scorecards |
|---|---|
Unrestricted | Anyone with permission to view others' scorecards can see everyone's |
Management structure | Only that rep's manager and people above them in the reporting chain |
Admins only | Only org admins — even managers only see their own scorecards |
This follows your org's reporting hierarchy in Airspeed, not the Salesforce role hierarchy, even when Salesforce RBAC is on for calls and deals.
What shows on an individual result
Being allowed to browse a rep's coaching history doesn't automatically mean you can see every call behind it. Each scorecard result is checked against the same call-visibility rules that apply everywhere else in Airspeed (Salesforce RBAC, Airspeed hierarchy, or Off — whichever your org uses):
If you can see the call, the result shows the score, the call title, the linked company, coaching feedback, and any example clips.
If you can't see the call — for example, it belongs to an Opportunity Salesforce hasn't shared with you — the score and date still show, so trends and averages stay accurate, but the call title, company link, written feedback, and example clip are hidden. The row is labeled “Call details are restricted” instead.
The same restriction applies to scorecard exports (CSV): hidden rows keep their score but leave the call and company columns blank.
Other visibility modes
Salesforce RBAC is one of a few ways Airspeed can decide call and deal visibility for an organization:
Salesforce RBAC — mirrors Salesforce's sharing model, as described above. Requires a Salesforce connection.
Airspeed hierarchy — visibility follows your team's reporting structure in Airspeed instead of Salesforce: managers see their team's calls and deals, reps see their own. No Salesforce sharing data is read.
Off — Airspeed applies no extra restriction beyond your existing user roles and permissions.
Your Airspeed contact can tell you which mode your org is on, or help you move to Salesforce RBAC if your team already relies on Salesforce sharing rules to keep deals and accounts private.
Good to know
Fails open until the first sync completes. If Salesforce RBAC has just been turned on and the initial permissions sync hasn't finished, Airspeed doesn't lock anyone out — visibility stays as it was until the sync completes, then the new rules apply.
Private calls stay private. A call marked private in Airspeed is only visible to its participants, regardless of what Salesforce sharing would otherwise allow.
Calls with no Salesforce record stay private. An internal meeting, or a call with an unmatched prospect, has no Opportunity or Account to inherit sharing from. Under Salesforce RBAC these calls are visible only to the people who took part in them, not to the wider organization.
Admins and Owners follow Salesforce sharing too. In Salesforce RBAC mode, Airspeed applies Salesforce sharing to everyone, including Airspeed Admins and Owners. An admin sees a call or deal only if Salesforce shares the underlying record with them — for example through “View All,” a senior position in the role hierarchy, or an organization-wide default of Public Read. Admins do not automatically see every call. (In Airspeed hierarchy mode, by contrast, Admin and Owner roles keep org-wide visibility.)
Consistent everywhere, not just the calls list. The same rules apply whether you're browsing calls directly, reviewing a scorecard, exporting coaching data, or asking Ask Airspeed a question — you'll never see call-level detail through one surface that's hidden on another.
Not sure which mode is right for your team, or want to see what would change if Salesforce RBAC were turned on? Your Airspeed contact can walk through it with you before switching it on.