Manager, Enterprise Sales - SDR Team

Summary

Do you love working with national growing businesses? Are you passionate about selling digital advertising solutions that help your customers see growth and success? 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 premium audience products deliver strong ROI by helping connect to customers at the moment of decision. Yelp’s trusted audience has become an essential part in clients’ advertising mix and the Enterprise team is making a huge impact on Yelp's overall business!

As the Yelp Enterprise sales development manager you will play a pivotal role in driving top-of-funnel pipeline growth by designing and executing a best-in-class outbound prospecting strategy. You’ll be responsible for hiring, coaching, and developing a team of SDRs while collaborating closely with sales and marketing to refine messaging, optimize outreach, and ensure a steady flow of qualified leads.

Yelp is where you can be part of an empowering mission and build a rewarding career that grows with you. Yelp is powered by a global community of collaborative people with shared values. We’re tenacious individuals who believe in our mission to connect people to great local businesses. Yelp is a remote workplace where your work makes a difference, where you are seen as a whole person, and where you will grow with our support and guidance. If you’re looking for a career (not a job) with a company that is invested in you as a whole person, from personal development, compensation, training, and more, we know just the place. 

We’d love to have you apply, even if you don’t feel you meet every single requirement in this posting. We may consider candidates outside these requirements based on applicant volume and interest.

What you'll do:

• Build & Scale the Outbound Motion:  Develop and implement a scalable outbound prospecting strategy that drives high-quality opportunities.
• Lead & Develop a High-Performing Team:  Manage a team of 11 SDRs and scale the team through training, coaching, mentorship and performance management.
• Optimize Outreach & Messaging: Work closely with marketing and sales leadership to refine outbound messaging, leveraging data-driven insights.
• Own KPIs & Performance Metrics:  Track and analyze key performance metrics to optimize efficiency and effectiveness.
• Enhance Tech Stack & Processes:  Evaluate and implement tools and workflows to improve productivity and engagement.
• Cross-Functional Collaboration:  Partner with sales leadership and marketing to align outbound strategies with company objectives.

What it takes to succeed:

• Proven Leadership Experience: 3+ years sales management experience leading SDR teams  with a focus on outbound prospecting. We focus on cold calling so demonstrating results there is a must.
• Track record of working with Midmarket or Enterprise clients (preferred)
• Track record of beating and exceeding sales goals:  Evidence of beating sales metrics on a monthly, quarterly and annual basis.
• Performance Driven:  Sets clear, data-driven targets.  Motivates the team through metrics and recognition.  Holds team members accountable for results.
• Data-Driven & Process-Oriented:  Strong analytical mindset with experience using Salesforce and sales engagement tools.  Implements and refines repeatable sales processes.
• Coaching & Development Skills: Passion for mentoring and developing high-potential talent. Provides ongoing, actionable feedback.  Invests in team growth through training and development.
• Collaborative & Strategic Thinker:  Ability to work cross-functionally and align outbound efforts with broader business goals.
• Strong Communication Skills:  Clearly articulates goals, expectations, and feedback. Listens to SDR concerns and ideas.
• Empathy & Emotional Intelligence:  Understands individual team members’ motivations and challenges.  Creates a supportive, inclusive environment.
• Experience with the modern sales tech stack: We use tools like Yesware, Chat Bench, and Claude Cowork.
• Talent Management: Recruiting and Interviewing top talent
• You will need access to an individual hardline high-speed internet connection in your workspace. This job cannot be performed using satellite internet or a mobile hotspot

What you'll get:

• The base salary for this role is $110,000 annually
• This role is also eligible to earn uncapped quarterly incentive compensation (sales commissions)
• Target annual compensation for this role is $170,000 which includes base salary and quarterly incentive compensation assuming minimum performance expectations are met
• You may also be offered Restricted Stock Units
• 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 human: race, age, sexual orientation, gender identity, religion, disability, and education — and those are just a few. We recognize that diverse backgrounds and perspectives strengthen our teams and our product. The foundation of our diversity efforts are closely tied to our core values, which include “Playing Well With Others” and “Authenticity.”

We’re proud to be an equal opportunity employer and consider qualified applicants without regard to race, color, religion, sex, national origin, ancestry, age, genetic information, sexual orientation, gender identity, marital or family status, veteran status, medical condition or disability.

Actual salary offered may vary based on multiple factors, including but not limited to, an individual's location and experience. 

We will consider for employment qualified candidates with arrest and conviction records, consistent with applicable law (including, for example, the San Francisco Fair Chance Ordinance for roles based in San Francisco).

Note: Yelp does not accept agency resumes. Please do not forward resumes to any recruiting alias or employee. Yelp is not responsible for any fees related to unsolicited resumes.

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• Build & Scale the Outbound Motion:  Develop and implement a scalable outbound prospecting strategy that drives high-quality opportunities.
• Lead & Develop a High-Performing Team:  Manage a team of 11 SDRs and scale the team through training, coaching, mentorship and performance management.
• Optimize Outreach & Messaging: Work closely with marketing and sales leadership to refine outbound messaging, leveraging data-driven insights.
• Own KPIs & Performance Metrics:  Track and analyze key performance metrics to optimize efficiency and effectiveness.
• Enhance Tech Stack & Processes:  Evaluate and implement tools and workflows to improve productivity and engagement.
• Cross-Functional Collaboration:  Partner with sales leadership and marketing to align outbound strategies with company objectives.

• Proven Leadership Experience: 3+ years sales management experience leading SDR teams  with a focus on outbound prospecting. We focus on cold calling so demonstrating results there is a must.
• Track record of working with Midmarket or Enterprise clients (preferred)
• Track record of beating and exceeding sales goals:  Evidence of beating sales metrics on a monthly, quarterly and annual basis.
• Performance Driven:  Sets clear, data-driven targets.  Motivates the team through metrics and recognition.  Holds team members accountable for results.
• Data-Driven & Process-Oriented:  Strong analytical mindset with experience using Salesforce and sales engagement tools.  Implements and refines repeatable sales processes.
• Coaching & Development Skills: Passion for mentoring and developing high-potential talent. Provides ongoing, actionable feedback.  Invests in team growth through training and development.
• Collaborative & Strategic Thinker:  Ability to work cross-functionally and align outbound efforts with broader business goals.
• Strong Communication Skills:  Clearly articulates goals, expectations, and feedback. Listens to SDR concerns and ideas.
• Empathy & Emotional Intelligence:  Understands individual team members’ motivations and challenges.  Creates a supportive, inclusive environment.
• Experience with the modern sales tech stack: We use tools like Yesware, Chat Bench, and Claude Cowork.
• Talent Management: Recruiting and Interviewing top talent
• You will need access to an individual hardline high-speed internet connection in your workspace. This job cannot be performed using satellite internet or a mobile hotspot