Summary: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.
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
#LI - Remote
#LI - TU1
