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Fello is a profitable, hyper-growth, VC-backed B2B SaaS company building an agentic real estate platform. The platform combines data intelligence, marketing automation, and conversational AI to help real estate teams engage smarter and scale faster. Felix, Fello's AI teammate, automates follow-up across calls, texts, and emails, with plans to expand to more of the team's day-to-day work.
In this role, you will lead and coach a team of Account Managers responsible for expansion revenue across Fello's existing accounts. You'll build and reinforce a repeatable approach to identifying whitespace and expansion opportunities within top Mega and Large real estate teams. Your responsibilities include running regular pipeline and account reviews, coaching reps on account strategy, timing, and expansion positioning; conducting 1:1 and field coaching by joining key account calls and sharpening negotiation and relationship-management skills; partnering with sales leadership on expansion quota structure, compensation design, and territory/account assignment; owning team performance against expansion revenue targets with clear visibility into pipeline health and attainment; developing playbooks and enablement to help the team consistently close $50K+ TCV expansion deals; collaborating cross-functionally with Customer Success, Product, and Marketing on account health, product adoption, and expansion timing; and serving as an escalation point and relationship resource for the team's most strategic Mega and Large accounts.
You are a coach first. Your team already owns the relationships — what they need from you is help spotting expansion opportunities earlier, building the right expansion strategy for each account, and closing with confidence. You're comfortable getting into the details of a top account's business and just as comfortable in a deal review pushing your team to think bigger about what's possible with their book.
REQUIREMENTS:
- Extensive experience leading teams that sell into real estate teams, brokerages, or a closely related vertical
- Demonstrated track record managing relationships with top Mega and Large real estate teams
- Experience leading an Account Management, Customer Success, or expansion-focused sales team, with success driving $50K+ TCV expansion outcomes
- Hands-on coaching style — in the accounts with your team, helping them spot and close opportunities, not just reviewing numbers after the fact
- Strong pipeline and account management discipline, with experience instilling that rigor in others
- Deep familiarity with the real estate industry — the players, the business models, and what drives a top team to expand a vendor relationship
- Excellent communication and executive presence, with credibility to build trust with senior leaders at Fello's largest accounts
