Yelp is looking for a Director of Local Revenue Operations as a key leader of our Sales support strategy. This role reports into the Vice President of our Customer Success and Revenue Operation teams and will be responsible for leading and scaling policy, process, and people in support of Yelp's Local Sales, Client Partner and Customer Success organizations. Success in this role is dependent on your ability to generate a detailed understanding of our Local go to market strategy, identify improvements to our operations, and prioritize revenue generating activities. You need to be an authority in championing system implementation, technology, and process refinements that unlock sales operations success. Our team is customer-focused, driven by a passion to improve experiences, while executing and keeping a large sales organization on the tracks. We are looking for a leader that wants to play well with others on a dynamic leadership team, while developing and managing their own elite team focused on pre and post sales activities in support of the advertiser lifecycle.
This is a full-time remote role based in the United States.
Where You Come In:
Sales Compensation Administration - Contribute to, manage, and execute variable sales compensation plans across Sales, Client Partner and Customer Success channels. Partner with Business Operations to drive accuracy and efficiency in payouts and compensation administration. Contribute to the development of bonus structures and spiffs. Execute on pilots and stress tests to create quality assurance. Knowledge of Xactly is a plus.
Territory Planning and Account Assignments - Partner with Business Operations and Sales leadership to design and manage territories and books of business across all Local segments. Proactively provide analysis and reporting to enable sales leadership to manage effectively, and contribute critical decisions to maximize opportunities.
Sales Process - Improve efficiency for the Sales and Customer Success organizations by establishing processes, policies, change management protocol, business requirements, and data governance to ensure effective and scalable sales processes. Identify and execute on sales efficiency initiatives and cross functional projects. Extensive experience with Salesforce.
Sales Reporting - Work closely with Sales and Sales Enablement by effectively helping identify, plan and execute projects, pilots, and tools that enable sales productivity and drive revenue. Manage cost of sales support effectively through resource management prioritization, and accountability to productivity KPIs.
Data Integrity - Drive projects and QA processes that ensure data cleanliness. Establish data governance rules to ensure long term integrity.
What it Takes to Succeed:
7-10 years of senior leadership experience, including both time in a sales operations role and at least five years as a manager, preferably with a large scale company (more than 1,000 commissioned sales representatives)
Experience building and scaling teams supporting both pre-sale and post-sale operations in a high-growth environment
Hands-on experience with Salesforce and sales productivity platforms.
Exposure to Xactly, and a vision for how our technology can meet our evolving needs
Possess keen business acumen and project management skills, with a strong bias for data-informed decisions-making (and the ability to use SQL and Tableau to dig in)
Experience successfully working cross-functionally with Finance, Business Ops, Sales, and Product to ensure the sales organization is supported
Passion for helping your team develop, learn, succeed, and ultimately retain top talent
Demonstrated passion, flexibility, and resourcefulness to thrive in a dynamic, entrepreneurial environment; creativity and energy to be an agent for change
BA/BS degree or equivalent experience, MBA is a plus
What You'll Get:
Available your first day: Full medical, vision, and dental (Employee-only plans available at no cost to the employee)
15 days PTO per year for first 2 years of employment (accrual begins on date of hire); number of PTO days increases after 2 years of tenure, 5 paid wellness days, 12 paid holidays, 1 floating holiday
Up to 14 weeks of parental leave
Monthly wellness reimbursement
Health Savings, Flexible Spending and Dependent Care accounts
401(k) retirement savings plan with employer match
Employee stock purchase plan
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