Mid-Market Account Executive, SaaS Restaurant Sales (Remote – US)

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.

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

• 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 Salesforce.com. 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

• 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