About You:You know the real estate industry cold - how Mega and Large teams operate, who the players are, and what actually drives their decisions to expand a partnership. You've led Account Management or expansion-focused teams before, and you know how to turn account relationships into growing revenue: identifying whitespace, timing the ask, and closing $50K+ TCV expansion opportunities.
You're 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.
You Will:- Lead and coach a team of Account Managers responsible for expansion revenue across Fello's existing accounts
- Build and reinforce a repeatable approach to identifying whitespace and expansion opportunities within top Mega and Large real estate teams
- Run regular pipeline and account reviews, coaching reps on account strategy, timing, and how to position expansion offers
- Coach 1:1 and in the field - joining key account calls, reviewing expansion strategy, and sharpening negotiation and relationship-management skills
- Partner with sales leadership on expansion quota structure, compensation design, and territory/account assignment
- Own team performance against expansion revenue targets, with clear visibility into pipeline health and attainment
- Develop playbooks and enablement that help the team consistently close $50K+ TCV expansion deals
- Collaborate cross-functionally with Customer Success, Product, and Marketing to align on account health, product adoption, and expansion timing
- Serve as an escalation point and relationship resource for the team's most strategic Mega and Large team accounts
You Have:- Extensive experience leading teams that sell into real estate teams, brokerages, or a closely related vertical
- A 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
- A hands-on coaching style - you're 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 the credibility to build trust with senior leaders at Fello's largest accounts
Our Benefits:- Competitive Compensation: Attractive salary and benefits package.
- Flexible Work Environment: Fully remote work with flexible hours to promote work-life balance.
- Professional Growth: Opportunities for career advancement and professional development.
- Health & Wellness: Comprehensive health, dental, and vision insurance plans.
- Paid Time Off: Generous PTO and paid holidays to recharge and relax.
- Collaborative Culture: A supportive team environment that values innovation and collaboration.
- Equity Options: Opportunity to own a part of Fello and share in our success.
- Cutting-Edge Projects: Work on innovative products that leverage AI and advanced technologies.
