Account Director, Services Growth (Enterprise Sales)

Summary

**Please note that while this is a remote position, it is required that the candidate resides within 50 miles of a major airport.**

 

Yelp’s mission is to connect people with great local businesses. Yelp’s Enterprise team partners with National businesses to provide industry leading digital advertising solutions. Yelp’s Services offering, inclusive of our Request A Quote (RAQ) product, delivers strong ROI by driving leads to businesses.

 

The Director, Services Growth role is the face of Yelp’s Services business within the Enterprise team, and supports our revenue growth with our largest clients and prospective customers. This is a client-facing role where you will be a key influencer in the sales cycle, partnering with sales reps and leadership to be the authority of Services offerings (including RAQ) during meetings. Through your client engagement, you will be instrumental in defining and improving our go-to-market strategy, while working cross functionally to execute on our growth goals. 

 

You are an expert in the Services digital advertising ecosystem, possessing knowledge of all digital advertising models and major platforms. You serve as a thought leader within the business and are curious, driven, creative, and hungry to build something big at Yelp.   

 

#LI-Remote

What you'll do:

• You will support organization revenue goals by joining client calls to demonstrate platform capabilities, sell in the value and help overcome client objections
• You will lead the development of our Enterprise Services playbook, clearly outlining the platform’s best sales practices, improving our sales efficiency in partnership with Sales leadership, Sales Enablement and Customer Success
• You will provide regular reporting on the state of the business, analyzing trends and sharing insights with leadership to improve our sales strategy and product
• You will serve as the sales subject-matter expert on the Services verticals & RAQ product and our process
• You will represent Services vertical within Enterprise sales as a key liaison in coordinating with other internal functions (e.g. Product, BizDev, Finance, Marketing, etc.)
• You will assist Sales and Product Marketing in pitching new partnerships and features 
• You will provide ongoing feedback to the Product Management team to improve capabilities and offerings
• You will provide executive leadership recommendations across the digital landscape, rooted in revenue growth supported by data driven insights
• Working through creative solutions to help Services customers adapt their existing operational execution such that it supports Yelp’s offering (including, but not limited to: Leads API and CAPI adoption)

What it takes to succeed:

• You have a BA/BS degree or similar college level education
• You have 10+ years in digital advertising sales and 5+ years extensive experience within the Services vertical
• You have knowledge of the Services vertical including areas such as lead generation, lead management & qualification, and measurement/attribution
• You have excellent analytical, data driven strategy and project management skills
• You have strong attention to detail, process optimization orientation and problem-solving skills 
• You have the ability to work with and respectfully influence all levels of the organization
• You are a motivated go-getter with a high capacity to multitask and prioritize
• You are able to navigate uncertainty successfully for all parties and lead to desired outcomes
• You believe in Yelp’s mission and naturally put the company and team first
• You play well with others, you treat others with respect, bring a positive attitude to the table and value diversity in viewpoints
• You are ready and willing to roll up your sleeves and build something big at Yelp

What you'll get:

• Base salary range is $165,000 - $192,500 plus performance based incentives 

• Effective your first day: Full medical, vision, and dental coverage

• Mental health support and services via Modern Health

• 15 days PTO (accrual begins on date of hire and increases with 2+ years of tenure thereafter), 7 paid wellness days, 12 paid holidays, plus one floating holiday

• Up to 14 weeks of parental leave

• Monthly wellness subsidy

• Flexible spending account

• 401(k) retirement savings plan

• Employee stock purchase plan

• Professional development reimbursement

• Work from home reimbursement

Closing

At Yelp, we believe that diversity is an expression of all the unique characteristics that make us