Enterprise Sales Manager

Fello is a profitable, hyper-growth, VC-backed B2B SaaS company building an agentic real estate platform that combines data intelligence, marketing automation, and conversational AI. The Enterprise Sales Manager will lead and coach Enterprise Account Executives, improve pipeline discipline and forecasting, and guide the team in closing larger, more complex enterprise deals. The role also partners cross-functionally and develops the playbooks, coaching programs, and sales structures needed to scale the enterprise sales motion.

Responsibilities:

• Lead and coach a team of Enterprise Account Executives, driving the team's shift from smaller, faster transactions into larger, more complex deals with longer sales cycles
• Run regular pipeline reviews, deal strategy sessions, and forecasting cadences that bring discipline and predictability to a growing enterprise pipeline
• Coach reps 1:1 and in the field — joining calls, reviewing deal strategy, and sharpening discovery, negotiation, and multi-stakeholder selling skills
• Partner with sales leadership to build the playbooks, processes, and skills the team needs to consistently win enterprise deals
• Develop and refine compensation, quota, and territory structures appropriate for a maturing enterprise motion
• Identify skill gaps across the team and build targeted coaching plans and enablement to close them
• Collaborate cross-functionally with Marketing, Product, and Customer Success to align on enterprise deal strategy and customer needs
• Report on team performance, pipeline health, and deal progression to sales leadership

Requirements:

• 5+ years of sales leadership experience, directly managing a quota-carrying sales team
• 5+ years of software sales experience, with a track record of selling and/or leading teams that sell $50K+ deals
• Demonstrated success coaching sales teams through longer, more complex sales cycles and larger deal sizes
• Strong pipeline management and forecasting discipline, with experience instilling that rigor in others
• A hands-on coaching style — you're in the deals with your team, not just reviewing numbers after the fact
• Excellent communication and executive presence, with the credibility to coach tenured reps through a real shift in how they sell
• Real estate industry experience is a plus, but not required