Director of Revenue Operations

About Fello:

Fello is a profitable, hyper-growth, VC-backed B2B SaaS startup on a mission to empower businesses with data-driven intelligence. Our AI-powered marketing automation platform helps businesses optimize engagement, make smarter decisions, and stay ahead in a competitive market.

With massive growth potential and a track record of success, we’re just getting started. If you’re passionate about innovation and want to be part of an industry-defining team, Fello is the place to be.

About You:

As Director of Revenue Operations reporting directly to the Chief Revenue Officer (CRO), you'll be the architect of our revenue engine, aligning SDR, AE, Onboarding/SE, and CSM teams to optimize the full customer lifecycle. We're seeking a strategic leader who's fluent in modern revenue models like the Bowtie funnel, excited to pioneer AI strategies for personalization and automation, and hands-on enough to dive into execution. This is a high-impact role where you'll scale processes, leverage data for precision, and enable our teams to hit aggressive growth targets in a dynamic SaaS environment.

You Will:

• Own the Revenue Operations Strategy: Design and implement scalable systems across the Bowtie model, from lead generation and pipeline management to customer expansion and retention. Optimize for key metrics like SQL-to-SQO conversion, win rates, time-to-value (TTV), and NRR.
• Drive AI Integration and Innovation: Lead the adoption of AI to enhance revenue motions, including intent signal detection, predictive analytics for ICP targeting, and agentic engagements (e.g., AI-assisted outreach). Collaborate with product and engineering to embed AI into workflows, ensuring we stay ahead in database enrichment, personalization, and automation.
• Build and Scale Infrastructure: Establish a best-in-class master agent database, orchestrate ICP workflows across the lifecycle, and create account-based views with SLAs for rapid response to intent signals. Hands-on execution will include CRM optimization (e.g., HubSpot), data enrichment, and tool stack management to support growth from $25M to $100M ARR.
• Enable Cross-Functional Alignment: Partner with SDR, AE, SE/Onboarding, and CSM leaders to unify motions, refine playbooks, and measure performance. Foster experimentation through small, fast bets validated by customer outcomes, while ensuring data-driven decisions grounded in context.
• Performance Analytics and Insights: Develop dashboards and reporting to provide real-time visibility into funnel health, forecasting, and ROI. Use Monte Carlo simulations and other advanced techniques to predict and mitigate risks in revenue forecasting.
• Team Leadership and Culture: Build and mentor a high-performing RevOps team, embedding the "Fello Way" of urgency, accountability, and collaborative competition. Roll up your sleeves to execute critical projects while scaling the function for rapid growth.

You Have:

• Experience: 7+ years in Revenue Operations at a SaaS company, with proven success scaling from $25M to $100M+ ARR. Deep familiarity with modern models like Winning by Design's Bowtie funnel and experience in high-velocity, transactional sales motions.
• AI Expertise: Demonstrated passion for AI strategies in revenue ops, such as leveraging machine learning for lead scoring, automation, or customer journey optimization. Experience integrating AI tools into GTM processes is a must.
• Hands-On Execution: A builder at heart who is not afraid to code in Python for custom models, configure CRM workflows, or dive into data analysis. Proficiency with tools like HubSpot, Salesforce, or similar, plus analytics platforms (e.g., Google Sheets/Excel for modeling, BI tools for dashboards).
• Strategic Mindset: Strong understanding of ICP segmentation, ecosystem partnerships, and full-funnel metrics. Ability to align revenue ops with product-led growth (PLG) and sales-led motions in the real estate or adjacent industries.
• Leadership Skills: Track record of leading cross-functional teams with empathy and rigor. Excellent communicator who thrives in a performance-driven culture, coaching others while delivering results.
• Education: Bachelor's degree in Business, Data Science, or related field; advanced degree or certifications (e.g., in AI/ML or RevOps) a plus.

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.