Manager, Account Growth & Expansion

Fello; Northern (KY); Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Remote-first option

Flexible hours

Equity options

Competitive compensation

Health, dental and vision insurance

Paid time off

Job summary

Fello is seeking a results-driven leader to head Account Management for expansion within Mega and Large real estate teams. You will coach a high-performing group of managers, spot expansion opportunities, and push for consistent $50K+ TCV deals across the portfolio.

You will also partner with Sales Leadership to shape quota design, run regular pipeline reviews, and build scalable expansion playbooks. This fully remote role offers strong compensation and growth potential.

Qualifications

• Experience leading teams that sell into real estate brokerages or large real estate teams.
• Track record of driving expansion revenue with $50K+ TCV deals.
• Hands-on coaching style with active account involvement.

Responsibilities

• Lead and coach a team of Account Managers responsible for expansion revenue across existing accounts.
• Identify whitespace and expansion opportunities within Mega and Large real estate teams.
• Run pipeline and account reviews; coach on strategy, timing, and expansion offers.
• Collaborate with Sales Leadership on quota structure, compensation, and territory assignment.
• Own team performance against expansion revenue targets with clear pipeline visibility.
• Develop playbooks and enablement to close $50K+ TCV expansion deals.

Skills

Team leadership

Expansion sales

Real estate vertical

Coaching and development

Pipeline management

Job description

Fello is a profitable, hyper-growth, VC-backed B2B SaaS company building the agentic real estate platform of the future.

Our platform combines data intelligence, marketing automation, and conversational AI to help real estate teams engage smarter and scale faster. At the center of it is Felix, our AI teammate, which takes real work off a team's plate — running follow-up across calls, texts, and emails today, with more of the team's day-to-day work coming next.

We're not another tool in the stack. We're the system that powers it — learning, adapting, and executing in real time so teams can focus on growth, not guesswork.

If you're excited about building an AI product that's changing how an entire industry works, you'll fit right in.

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
• 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.