Closer (Sales Rep) at Fella Health — Remote, based in US/UK/CA or equivalent, >$80k/yr OTE cash + equity

About Fella Health

Fella Health helps middle-aged men live 10 years longer.

We are the telemedicine clinic for bigger guys, worldwide. We use medical weight loss treatment to solve our fellas' most pressing healthcare need, then remain a fella's core healthcare provider for the rest of their life - focused on men's health, longevity, mental health, and primary care.

We will have served 1 million fellas by the end of 2026, and 10 million fellas by the end of 2028.

Our mission is to solve male obesity worldwide, by accelerating the take-up of GLP-1s in middle-aged men. From this, we’ll become the world’s leading men’s health brand.

We’ve grown >95x since Sept 2022 (currently growing >30% MoM) and are strongly cashflow positive. We have expanded our state coverage to >95% of US population, have started to expand our clinical protocol beyond weight (e.g. testosterone), and are eyeing up international expansion.

We're still a young startup and are moving quickly. We have a long way to go. This is still Day 1.

You can read more about working at Fella here: https://fella.notion.site/Working-at-Fella-14a2ac8575d34d148d009bb410387af4

We're backed by top healthcare & consumer investors:

• Y Combinator
• Global Founders Capital — backed Facebook, Slack, LinkedIn, Revolut, Rocket Internet
• AngelList Early Stage Fund (backed by Naval Ravikant)
• BrandProject (venture-builder behind 2 unicorns)
• The founders of Indeed, Curative (unicorn), Alan (unicorn), Kaia Health (>$300mil valuation), Vouch Insurance (>$500mil valuation), Not Boring (Packy McCormick)

The opportunity as Closer (Inbound Sales Rep)

Fella Health is building a world-class team.

Joining as Closer (Inbound Sales Rep) to a still nascent team, you’ll play a pivotal role in helping us serve more fellas by converting inbound, booked calls into freshly onboarded fellas.

Primarily, you’ll close high-intent booked calls & nurture your pipeline of leads. Potential fellas will easily trust you, you’ll have great ability to get fellas across the line, and you’ll have relentless grit to keep going. You’ll close >$135,000/mo in new revenue.

In addition, you’ll also improve the team’s sales playbook and transfer your customer insights back to the wider team. We’ll expect you to continuously improve the team’s collective playbook so we can effectively scale up.

This is an opportunity to build the foundations of an industry-leading sales team for a company in hyper-growth. If you’re the best in the team & have the fundamental ability, you’ll be on a path to run Fella's entire sales team.

This role is fully remote, and you’ll work ≥40hrs/wk in the US timezone of your choice. Given that, you’ll have complete freedom on your schedule.

You’ll work most closely with our Sales Lead (Jordan Pellikan), with close oversight from our Head of Growth (Dave Lane) & our CEO (Richie Cartwright).

Key Responsibilities

Primary

Close booked calls: you’ll have a calendar of booked calls from warm leads that have taken time to fill out an onboarding form, and then have been further filtered to be high-intent. Your job is to make the fella feel heard, further extend trust, then get the fella over the line on the call.

Nurture your pipeline: You’ll own your sales pipeline. You’ll follow-up diligently after calls, loop round on SMS to fellas who haven’t yet closed, and handle customer objections gracefully. You’ll tightly prioritize across your pipeline.

Daily execution of team & admin tasks

• Morning Huddles every weekday
• End of Day report
• Update your projections, tracking sheets, and CRM

KPI = min $139,100/mo in new revenue once ramped

• Close rate (booking to close, inc no-shows): ≥50%
• Calls per day: 30min calls booked every 45min for 8 working hours/day = ≥10 calls/day
• AOV: ≥$1300

Secondary

Improve the sales playbook: You’ll furiously iterate your own sales process, and continuously improve the team’s collective playbook so we can effectively scale up. You’ll routinely analyze call recordings to determine what is going well and what you can improve. You’ll iterate your sales scripts and reconsider value props.

Transfer your customer insights: You’ll be spending lots of time with potential fellas, so you’ll have great customer insights you’ll transfer to our whole team. You’ll have strong thoughts on funnel improvements to improve conversion, potential changes to customer segments & value props, and product recommendations to match fellas’ desires.

Need to have

• Experience: 1+ years working in sales, with at least 6mo in call-based sales.
• Language: you speak English fluently with either a minimal accent or a native English accent (e.g. American/Canadian/British/Australian etc).
• Closing: you know when and how to turn a potential fella into a paying fella, moving quickly but carefully. You’ll know when to prioritize a lead and when to let them go.
• Resilience: sales isn’t easy. You have grit to close a difficult fella, and energy to improve the process if it isn’t working.
• Metrics: you’re obsessed with your numbers (no-show rate, 1st call close rate, overall close rate, upsell rate). You hate fluff and focus on things that work.
• Empathy: you care about the fellas’ struggles and want to help them. You’ll ask good questions, listen carefully and build trust.
• Theory: you’re well-versed in sales theory. You’re comfortable transitioning between different techniques based on the customer type & objection.
• Pipeline: you’re organized so you can stay on top of a complex pipeline of interested fellas.

Nice to have

• D2C sales experience: ideally you have D2C phone sales experience, maybe in a health-related vertical.
• Direct response: ideally you’re a sharp copywriter, recognizing true value props and how to phrase them.
• Marketing: ideally you have enough knowledge and interest in D2C digital marketing to contribute improvements across the whole marketing funnel.

Our cultural standards

These are the core cultural standards to which we hold ourselves & our team-members at Fella:

• Belief in the mission — we will have served 10 million fellas by the end of 2028 and we transform the lives of most fellas who join. We have a lot of work to do. We are obsessed with our fellas and are dedicated to the mission.
• Bulldozing barriers — the world is malleable and we shape it. We truly believe this and act accordingly. We are at the mercy of no one but ourselves.
• Unwavering integrity — we are at the frontier, so we often live in ambiguity with no trodden path. When we can’t look to others for guidance, we must maintain impeccable ethics and unwavering integrity.
• Enduring frugality — we are frugal. We hate being wasteful and we are anti-luxury. We spend our cash wisely & carefully - in a way that would make our grandmas proud.
• Do what is needed — speed is critical and often the solutions we need are messy. We are comfortable moving quickly and taking on gritty work.
• End-to-end ownership — we are comfortable owning projects from noticing the problem to delivering the outcome.
• Dedication to excellence — we are obsessed with our role, with a commitment to compounding self-improvement.
• Commitment to candor — we believe in open communication and transparency. We are clear & caring communicators, welcoming feedback.
• Only the paranoid survive — the road of expansion is bumpy. We are not fair weather sailers; we embrace the storms. However much we’ve already done, however far we’ve already come — all our work is still ahead of us.
• Keep your head down — we’re boring people doing exciting work. We don’t chase short-term status: no media profiles, no bullshit conferences, no investor drinks. We ignore short-term dopamine hits and focus on what matters.

Compensation

Compensation components

• Base = $2000/mo
• Equity = $500/mo
• Commission = 3.5% of cash collected on 1st payment (up to 5.5% if choose base = $0)

Total compensation

Factors:

• Calls per day: 30min calls booked every 45min for 8 working hours/day = 10-11 calls/day (214-235 calls/mo)
• Close rate from bookings: 50-60%
• AOV: $1300-$1900

Cash collected:

• Minimum performance cash collected (once ramped) = 21450%$1300 = $139,100/mo
• High performance cash collected = 23560%$1900 = $267,900/mo

Minimum performance earnings once ramped ($139,100/mo cash collected):

• Base = $2000/mo
• Equity = $500/mo
• Commission (3.5%) = $139,100*3.5% = $4869/mo
• Total compensation = $7369/mo = $88,428/yr

High performance earnings ($267,900/mo cash collected):

• Base = $0/mo
• Equity = $2500/mo
• Commission (5.5%) = $267,900*5.5% = $14,735/mo
• Total compensation = $17,235/mo = $206,820/yr

Benefits

• Vacation: generous time off with a yearly minimum (min 2wks/yr + national holidays)
• Remote: our team is fully distributed across the world and functions fully remotely
• Personal development: budget for books, courses, coaching ($1200/yr)
• Personal wellness: budget for gym, health apps ($1200/yr)
• Equipment: Macbook (>$1000) & work-from-home equipment provided as needed
• What are we missing? We're still early so you get to shape our culture.