Manager, Account Growth & Expansion

Fello; United States; Remote; USD 120,000 - 190,000; Full time

Benefits offered by this job

Remote work

Flexible hours

Professional development

Health insurance

Equity options

PTO

Job summary

Fello is seeking a growth-focused Head of Account Management to lead and coach a team responsible for expansion revenue within our existing client base.

You will build scalable strategies to uncover whitespace, guide expansion opportunities, and close high-value deals while collaborating with Sales, Customer Success, Product, and Marketing to optimize account health and adoption.

Qualifications

• Experience leading teams that sell into real estate brokerages or closely related verticals.
• Proven track record managing relationships with Mega and Large real estate teams.
• Experience driving $50K+ TCV expansion outcomes.
• Hands-on coaching style—actively in accounts with your team.
• Strong pipeline and account management discipline with rigor in others.
• Deep familiarity with the real estate industry—the players and business models.
• Excellent communication and executive presence with senior leaders at large accounts.

Responsibilities

• 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.

Skills

Team leadership

Expansion revenue

Real estate knowledge

Coaching

Pipeline management

Executive presence

Job description

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.