Account Manager, Expansion

Fello

2d•Remote

About The Position

The Account Manager, Expansion owns expansion revenue across a book of existing Fello customers, helping residential real estate teams and brokerages gain more value from the product and grow their partnership with Fello. The role focuses on Mega and Large real estate teams and requires strong industry knowledge, established customer relationships, and a consultative, results-oriented sales approach. The Account Manager identifies expansion opportunities, builds account plans and business cases, and leads strategic conversations with customer leaders. They manage the expansion sales cycle from initial conversation through close, using virtual demos, ROI modeling, and negotiation. The role also includes pipeline and forecast management against a monthly expansion quota and close collaboration with Customer Success, Product, Marketing, and Sales leadership. This is a fully remote role that can be performed from anywhere in the United States, with flexible hours. The position offers a competitive salary and benefits package, professional growth opportunities, and the opportunity to receive equity options.

Requirements

Proven track record of surpassing quota in a quota-carrying account management, expansion, or sales role.
Deep knowledge of the real estate industry and its participants.
Experience managing relationships with top Mega and Large real estate teams.
History of closing expansion or upsell deals with real estate teams, brokerages, or a closely related vertical.
Demonstrated executive presence and negotiation skills.
Client-focused orientation, strong sense of urgency, and timely follow-up.
Receptiveness to coaching and mentoring, and willingness to experiment with new ideas.
High attention to detail, robust technical execution, and organizational skills.

Nice To Haves

Proficiency with Google Suite and HubSpot.

Responsibilities

Own expansion revenue for an assigned book of existing accounts, with a focus on growing relationships with Mega and Large real estate teams.
Identify expansion opportunities across the account book and develop account plans that convert them into closed business.
Lead strategic discussions with team leaders, operations directors, and marketing managers about how Fello can support customer growth, including expansion of Felix and additional seats.
Manage the expansion sales cycle from initial conversation through close, including virtual demonstrations, ROI modeling, and negotiation.
Use customer insights, usage data, and success stories to develop compelling expansion cases.
Manage the sales pipeline and accurately forecast performance against the monthly expansion quota.
Partner with Customer Success, Product, and Marketing to align on account health, adoption, and expansion timing.
Share customer insights with Product, Marketing, and Sales leadership to help shape company direction and improve customer outcomes.