Summary:We're seeking an experienced and technically sharp Senior Manager to lead Yelp's Sales Engineering team. This is a player-coach role — you'll manage and develop a team of Sales Engineers while staying deeply hands-on in technical scoping, product collaboration, and systems design. You'll own the full lifecycle of API client enablement across Yelp's Ads API, Leads API, Conversions API (CAPI), Reporting API, and Advertiser Services products, from initial technical qualification through go-live and ongoing support.
The Sales Engineering function is young and high-impact. You'll inherit strong foundations but still have significant room to define process, tooling, and team culture — building the systems that let a lean team punch well above its weight.
We’d love to have you apply, even if you don’t feel you meet every single requirement in this posting. At Yelp, we’re looking for great people, not just those who simply check off all the boxes. This is a full-time remote role based in the United States.
What you'll do:
- Lead, mentor, and develop a team of Sales Engineers with product specializations spanning Ads, Leads, CAPI, and Reporting APIs — owning capacity planning, support rotations, and professional growth.
- Serve as the senior technical escalation point for complex or ambiguous integration scoping, determining what's SE-supportable versus what requires engineering involvement.
- Stay hands-on as a working manager: provide overflow support during high-volume periods, troubleshoot integration issues alongside the team, and maintain credibility as a technical resource.
- Partner with Product and Engineering on feature prioritization and roadmap decisions, authoring proposals informed by field-level integration friction and client feedback.
- Own the end-to-end SE engagement model: how account teams request support, how clients onboard, how work is tracked and routed across the team.
- Design and maintain automation systems that scale the team's leverage — AI-powered task assignment, intelligent knowledge bots, and cross-platform sync between communication and project management tools.
- Maintain the team's canonical SOP library: configuration guides, troubleshooting playbooks, onboarding templates, and pacing references.
- Identify and implement self-serve patterns that reduce manual SE involvement without sacrificing client experience or integration quality.
- Represent the voice of the external developer in internal product discussions, translating recurring technical challenges into actionable roadmap input.
What it takes to succeed:
- 8+ years of relevant experience in Solutions Engineering, Sales Engineering, Technical Account Management, or a similar client-facing technical role with direct API/integration experience.
- 5+ years managing or leading a technical team in a player-coach capacity — you're comfortable context-switching between 1:1s and live debugging sessions.
- Deep working knowledge of RESTful APIs, OAuth 2.0 / API key authentication, webhooks, and event-driven data architectures.
- Demonstrated ability to operate at the intersection of sales and engineering — you can scope a deal and debug a payload in the same conversation.
- A track record of building process, documentation, and tooling from scratch in ambiguous, fast-moving environments where no playbook existed.
- Strong written communication: you can produce client-facing technical documentation, internal SOPs, and cross-functional proposals with equal clarity.
- A proactive, systems-oriented mindset — you'd rather build an automation than add headcount to solve an operational problem.
Preferred Experience
- Experience with advertising, marketing technology, or lead-management APIs (conversion tracking, programmatic campaign management, lead routing, attribution).
- Familiarity with Zapier or other iPaaS platforms and how enterprise clients use them as integration middleware.
- Hands-on experience applying AI/LLM tooling to operational workflows — automation agents, knowledge retrieval systems, intelligent routing.
- Background supporting channel partners or multi-location business models where one integration serves many end-clients.
- Comfort with data analysis.
What you'll get:
- Effective your first day: Full medical, vision, and dental
- 15 days PTO (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
- Compensation range for this position is $128,000- $238,000 annually. You may also be offered a bonus and benefits.
