The biggest remote-only job board in the US, updated daily

Senior Director, Midmarket Sales



Sales & Business Development
Posted on Friday, May 12, 2023


Want to work with large and midsize brands? Love coaching and developing individuals? Yelp’s mission is to connect people with great local businesses. Yelp’s Midmarket team partners with multi-location businesses to provide industry leading advertising solutions. Our native search advertising products deliver strong ROI by helping clients connect with potential customers at the bottom of the purchase funnel. Yelp has become an essential part of a client’s advertising mix and the Midmarket team is growing fast.

We are looking for an experienced Senior Director, Midmarket Sales to remotely lead a team of Regional Directors that actively manage Midmarket Sales Directors in all areas from prospecting, pitching and closing new business to driving incremental revenue from existing Midmarket accounts. The Senior Director, Midmarket Sales must have a proven record of developing and coaching leaders, while navigating through an evolving organization.

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.

*Please note that while this role will operate remotely, it is required that the candidate resides in the United States (Excluding the San Francisco Bay Area) and within 50 miles of a major airport.*

What you'll do:

  • You will be responsible for Midmarket’s most strategic accounts.
  • You will manage and coach a team of Regional Sales Directors to develop successful sales strategies including implementing multi-tiered approaches, establishing a wide network of contacts, defining measurable success metrics, developing successful campaigns, navigating conversations around attribution, identifying and staying ahead of risks, and accurately forecasting opportunities
  • You will coach leaders around activity, metrics, coaching, and driving revenue from new business and post sale accounts.
  • You will meet and exceed quarterly sales team quotas by holding your team accountable for activities that lead to revenue generation
  • You will provide regular updates to management on team activities, opportunities, and risks
  • You will implement strategic planning, forecasting and ongoing development of leaders and their respective sales teams
  • You will identify improvement in all areas of productivity, process and efficiency
  • You will develop and maintain executive level relationships to help drive sales activities
  • You will assist in closing complex multi-million dollar programs with your team

What it takes to succeed:

  • You have 5+ years managing a team of leaders
  • You have 10+ years relevant Enterprise and/or Midmarket experience across Digital and Advertising Sales roles
  • You have been responsible for over $30M annual revenue
  • You have a proven track record of exceeding multi-million dollar sales targets
  • You are an experienced communicator with a proven track record of executive outreach
  • You are an entrepreneur with a history of building partnerships from scratch
  • You have the ability to handle critical conversations internally with reps as well as client escalations
  • You are able to successfully navigate uncertainty for all parties and lead to desired outcomes
  • You believe in Yelp’s mission and naturally put the company and team first
  • You are able to travel 30-50% of the time
  • You are easy-going, cool headed, with a track record of collaboration and working well internally
  • You are ready and willing to roll up your sleeves and build something big at Yelp

What you'll get:

  • Effective your first day: Full medical, vision, and dental (100% paid employee only coverage)
  • 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
  • Target base salary range is $150,000-$190,000 plus performance based incentives. You may also be offered equity


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).
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 or 415-969-8488.
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.