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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, powered by Felix, an AI teammate that automates follow-up across calls, texts, and emails.
You will own the sales operating system for Fello's revenue acquisition engine as a senior individual contributor. This role functions like an internal product manager — you own the roadmap for Sales operations, decide what gets built, write requirements, and direct builds to the GTM Systems and GTM AI teams rather than building every workflow yourself. Within 3 months, you'll be product managing a custom-built application for all sellers, including the operating model, routing and escalation paths, and human-in-the-loop iteration that drives conversion. You report to the VP of Revenue Operations and partner daily with the VP of Sales and the CRO.
Key responsibilities include:
- Own the weekly and monthly forecast cadence with VP of Sales and CRO, ensuring call accuracy, inspection rituals, and deal-level hygiene that makes the number trustworthy
- Run pipeline hygiene and rep accountability: stage definitions, exit criteria, aging and slippage management, and manager rituals that enforce them
- Build and maintain territory and capacity models for all three functions, including quota-setting inputs and coverage math as the company scales headcount
- Design compensation plan refinements with VP of Sales and CRO, and own the mechanics that pay them accurately
- Own the roadmap for evolving the custom "RevenueOS" app that serves as the main operational interface for all sellers, and communicate clear requirements to the GTM AI Eng team
- Maintain and evolve KPIs and metric definitions used in the reporting layer for Revenue leadership
You are a builder, not a coordinator. You are comfortable owning an outcome, scoping work, and directing a build bench — and equally comfortable getting into the data yourself.
REQUIREMENTS:
- 3+ years of Sales Ops leadership at a SaaS company
- Experience running a forecasting and pipeline-rigor program at the VP Sales or CRO level, not just producing reports
- Hands-on experience building territory, capacity, and quota models through a period of real headcount or segment change
- Compensation plan design experience — you have written plans, modeled their cost, and lived with the behavior they produced
- Real experience with hands-on systems configuration in CRM platforms like HubSpot or Salesforce or similarly critical Sales infrastructure
- Demonstrated record of deploying AI in a sales ops context (e.g., agentic SDR or outbound tooling such as Clay, 11x, Regie, or Artisan; AI-augmented forecasting; automated pipeline analysis). Specific examples (problem, tool, adoption, and outcome) will be expected during interviews
