Fello · 1 day ago
Director of Revenue Operations
United States
Full-time
Remote
Director/Executive
7+ years expFello is a profitable, hyper-growth, VC-backed B2B SaaS startup on a mission to empower businesses with data-driven intelligence. As Director of Revenue Operations, you will architect the revenue engine, optimizing the full customer lifecycle and leveraging AI strategies to drive growth in a dynamic SaaS environment.
Artificial Intelligence (AI)B2BEmail MarketingGenerative AILead GenerationMarketing AutomationSaaSSoftware
Responsibilities
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
Qualification
Required
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
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
A builder at heart who is not afraid to build 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)
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
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
Bachelor's degree in Business, Data Science, or related field; advanced degree or certifications (e.g., in AI/ML or RevOps) a plus
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.
Company
Fello
Fello activates your database with intelligent, automated marketing to keep leads engaged and opportunities moving—24/7
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$25MKey Investors
Javelin Venture Partners
2022-06-28Series A· $25M
2022-06-28Debt Financing
Leadership Team
Ryan Young
Co-Founder & CEO
Stephen London
Co-Founder & President
Recent News
Maryland Daily Record
2026-02-05
Company data provided by crunchbase