[Hiring] Manager, Account Growth & Expansion @Fello

Role Description

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.

Qualifications

• 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.

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.