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Mid-Market Account Executive, SaaS Restaurant Sales

2 weeks ago

St Louis, Missouri, United States Yelp, Inc Full time
Summary

Passionate about helping restaurants succeed? Our suite of products reaches and engages diners with an unforgettable experience on the largest restaurant discovery platform on the planet. Our mission is to provide the best experience for diners when they engage with restaurants, and to be the number one partner for restaurants as they navigate their daily challenges.

The Yelp Restaurants division is growing, and we'd love to have you join us. Yelp Restaurants is looking for a driven foundational hire to take on the Mid-Market Account Executive role (MMAE). As a Mid-Market Account Executive, you will play an integral role in forging net new partnerships with multi-location brands across North America to bring them onto our suite of restaurant and advertising products.

From prospecting to closing and everything in between, this role is yours to own. Your day to day will involve strategizing, calling, pitching, and following up with mid-market restaurant executives to articulate the value Yelp products can unlock for them. You will work closely with the Restaurant Success team to ensure the clients you bring on board are happy and primed for expansion.

As this is a newly forming team, your success will be determined by your ability to adapt and iterate quickly. You know how to navigate complex sales cycles and organizations that have multiple decision makers. We are looking to add a member with a proven track record of success in a similar technology sales environment.

What you'll do:
  • You will manage your own opportunities and territory: cultivate new leads and develop/maintain your pipeline
  • You will quarterback the full sales cycle through multiple channels: make introductory calls, respond to inbound inquiries, assess business goals through qualifying, close the deal, and own the upsell/expansion
  • You will become an expert in Yelp's Guest Manager, Connect and Advertising solutions.
  • You will adapt product recommendations quickly to suit evolving client needs - asking probing questions and handling objections will be critical to your success
  • You will achieve and consistently exceed quarterly sales goals
  • You will work in conjunction with the Restaurant Success Team to strategize and optimize for existing customers ensuring they are receiving as much value from the product(s) as possible
  • You will handle, diffuse, and direct customer feedback through appropriate channels
  • You will be enthusiastic to travel (in person meetings) approximately 20% of the time
  • Please note that while this role will operate remotely, it is required that the candidate resides within 50 miles of a major airport
What it takes to succeed:
  • You have a minimum of 2 years of relevant experience in outbound sales
  • You have familiarity with restaurant technology such as reservation systems, waitlist tools, or front-of-house management platforms is highly desirable
  • You have a proven track record of SaaS sales success - exceeding targets and ability to ramp quickly
  • You are proficient with Familiar with opportunities, reports, and cases
  • Great communicator - Whether it's on the phone, through email or via live chat, you excel at communicating with customers
  • Adaptability - You are agile in your thinking and have the ability to think quickly on your feet and seek additional resources when needed
  • Willingness to Learn and Grow - You are open to feedback, adaptive and coachable; you embrace and thrive in a fast paced high-growth environment
  • Attitude - mature, optimistic, strong work ethic, and have a growth mindset
What you'll get:
  • 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
  • Compensation base salary is $85,000+ performance based incentives
  • For more information about US benefits at Yelp, please check out this link
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, the Los Angeles County Fair Chance Ordinance for roles based in the unincorporated areas of Los Angeles County, and the California Fair Chance Act for roles based in California). 
Where required by law, a criminal background check will not be conducted until after a conditional offer of employment is made, and any evaluation of a candidate's criminal background check will be subject to an individualized assessment that takes into account the candidate's specific criminal records and the responsibilities and requirements of the particular role. 
We are committed to providing reasonable accommodations for individuals with disabilities in our job application process. If you need assistance or an accommodation due to a disability, you may contact us at accommodations- or  
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. US Recruiting and Applicant Privacy Notice #LI-Remote