Sales Manager - SMB Outbound Sales

## About the Role As a Sales Manager at Yelp, Inc, you will be responsible for leading a team of 10-15 Account Executives in a high-volume outbound sales environment. Your primary objective will be to drive daily outbound activity and ensure team members consistently meet or exceed key performance indicators. You will be the driving force behind the team's success, providing hands-on coaching, guidance, and support to strengthen sales skills and improve close rates. The role entails working closely with your team to understand their strengths, weaknesses, and areas for improvement, and developing strategies to address these gaps. You will also be responsible for analyzing team performance metrics, identifying areas for improvement, and implementing data-driven solutions to optimize sales performance. As a leader, you will be expected to foster a collaborative, inclusive, and high-performance team culture focused on accountability, growth, and continuous learning. This includes facilitating effective team meetings, sales trainings, and performance check-ins to drive engagement and results.

## What You Will Do - Lead, coach, and support a team of 10-15 Account Executives in a high-volume outbound sales environment - Drive daily outbound activity and ensure team members consistently meet or exceed key performance indicators - Provide hands-on coaching through call reviews, live shadowing, and structured 1:1s to strengthen sales skills and improve close rates - Foster a collaborative, inclusive, and high-performance team culture focused on accountability, growth, and continuous learning - Facilitate effective team meetings, sales trainings, and performance check-ins to drive engagement and results - Analyze team performance metrics and implement strategies to improve conversion rates and exceed monthly revenue targets - Ensure accurate and transparent communication of Yelp's products, pricing, and policies to prospective clients - Collaborate with cross-functional teams to drive business growth and expansion - Develop and execute sales strategies to achieve quarterly and annual sales targets - Conduct regular sales performance reviews and provide constructive feedback to team members

## What We Are Looking For - 1+ years of experience effectively developing and managing inside sales teams within a high-volume, outbound sales environment - Proven success leading teams in a cold calling environment with a focus on high activity and quota achievement - Strong coaching and mentoring skills with a commitment to developing others and fostering career growth - Data-driven mindset with the ability to analyze performance metrics and implement actionable improvements - Excellent communication, organizational, and time management skills - Comfortable working in a fast-paced, remote-first environment - Bachelor's degree or 3+ years of customer-facing experience and a high school diploma or equivalent - Experience with Salesforce CRM and Excel - Strong understanding of digital marketing and sales principles

## Nice to Have - Experience working with small to medium-sized businesses (SMBs) - Knowledge of Yelp's products and services - Experience with sales analytics and performance metrics - Certification in sales or marketing (e.g. HubSpot, Google Analytics)

## Benefits and Perks - Full medical, vision, and dental benefits - 15 days paid time off (accrual begins on date of hire and increases with 2+ years of tenure thereafter) - 12 paid holidays, plus one floating holiday - Up to 14 weeks of parental leave - Monthly wellness subsidy - Work from home reimbursement - Flexible spending account - 401(k) retirement savings plan - Employee stock purchase plan

- tip: Develop a strong understanding of Yelp's products and services to effectively communicate their value to prospective clients.

• tip: Showcase your experience with Salesforce CRM and Excel in your application, highlighting specific skills and certifications.
• tip: Prepare examples of your coaching and mentoring experience, demonstrating your ability to develop and support high-performing sales teams.
• tip: Research Yelp's company culture and values, demonstrating your understanding of their commitment to diversity, equity, and inclusion.
• tip: Be prepared to discuss your experience with sales analytics and performance metrics, highlighting your data-driven approach to sales management.
• tip: Highlight your ability to work in a fast-paced, remote-first environment, demonstrating your self-motivation and discipline.
• tip: Prepare questions to ask the interviewer about the team, the company culture, and the opportunities for growth and development.