About You:You will own the sales operating system for Fello's revenue acquisition engine: forecast cadence, pipeline rigor, territory and capacity planning, SDR, AE and AM performance analytics, and the comp mechanics underneath them. This is a senior individual contributor role, and it works like an internal product manager - you own the roadmap for Sales operations, decide what gets built, write the requirements, and hand the build to our GTM Systems and GTM AI teams rather than building every workflow yourself. Within 3-months you'll be product managing our custom built application for all of our sellers: the operating model, routing and escalation paths, and the human-in-the-loop iteration that makes it convert. You report to the VP of Revenue Operations and partner daily with the VP of Sales and the CRO.
You Will:- Own the weekly and monthly forecast cadence with the VP of Sales and CRO - call accuracy, inspection rituals, and the deal-level hygiene that makes the number trustworthy.
- Run pipeline hygiene and rep accountability: stage definitions, exit criteria, aging and slippage management, and the manager rituals that enforce them.
- Build and maintain the territory and capacity models for all three functions, including quota- setting inputs and coverage math as we scale headcount.
- Design compensation plan refinements with the VP of Sales and CRO, and own the mechanics that pay them accurately.
- Own the roadmap for evolving our GTM Systems, namely our custom "RevenueOS" app that serves as the main operational interface for all of our sellers, and communicate clear requirements to our GTM AI Eng team.
- Maintain and evolve the KPIs and related metric definitions used in the reporting layer for Revenue leadership.
You Have:- 3+ years of Sales Ops leadership at a SaaS company.
- You have run a forecasting and pipeline-rigor program at the VP Sales or CRO level, not just produced the reports for one.
- 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, be it in a CRM like Hubspot or Salesforce or similarly critical Sales infrastructure.
- Demonstrated record of deploying AI in a sales ops context (e.g., agentic SDR or outboundtooling 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.
- You are a builder, not a coordinator. You are comfortable owning an outcome, scoping the work, and directing a build bench - and equally comfortable getting into the data yourself.
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.
