These questions are based on real interview experiences from candidates who interviewed at this company. You can practice answering them interactively on Dataford to better prepare for your interview.

Preparation for the Yelp Account Executive interview requires a shift in mindset: you are not just interviewing for a job; you are auditioning for a performance-based career. The hiring team is less concerned with your pedigree and more focused on your raw potential, grit, and ability to learn.

You will be evaluated primarily on the following criteria:

Resilience and Grit – The role involves significant cold calling and frequent rejection. Interviewers will probe your ability to bounce back from "no," maintain high energy, and persist through challenges without losing motivation.

Coachability – This is arguably the most critical trait for Yelp. During the interview process, you will receive real-time feedback. The hiring managers are watching to see if you listen, internalize the critique, and immediately apply it in the next attempt. Defensiveness is a deal-breaker; adaptability is a deal-maker.

Sales Acumen and Communication – You must demonstrate the ability to command a conversation. This includes active listening, asking discovery questions to uncover business needs, and confidently pitching a solution. You need to sound natural, empathetic, and persuasive, not robotic.

Role-Related Knowledge – While you don't need to be an expert yet, you must understand what Yelp sells (CPC advertising, page upgrades) and why it matters to a small business owner. Showing you have done your homework on the product suite sets you apart.

The interview process for the Account Executive role at Yelp is famously streamlined and efficient. Unlike many tech roles that drag on for months, Yelp moves quickly—often concluding the entire process within one to two weeks. The process is designed to mimic the pace of the sales floor: direct, action-oriented, and results-driven.

Expect a process that typically consists of two to three main interactions. It usually begins with a recruiter screen to verify your interest and basic qualifications. If successful, you move rapidly to a video interview with a Sales Manager. This final stage is the core of the assessment, combining behavioral questions with a live role-play exercise. The philosophy here is practical: they don't just want to hear how you sell; they want to see you sell.

This timeline illustrates a swift progression. The "Recruiter Screen" acts as a gatekeeper for culture fit and motivation, while the "Hiring Manager Interview" is the deep dive. Note that the "Role Play" is not a separate round but typically embedded within the manager interview. You should be prepared to perform on the spot without a lengthy delay between steps.

Yelp’s evaluation for Account Executives is highly structured around specific competencies. Based on candidate experiences, you should focus your preparation on these three major areas:

The Mock Sales Call (Role Play)

This is the defining moment of the interview. You will be placed in a simulated scenario where the interviewer acts as a business owner and you act as the Account Executive.

• Why it matters: It tests your comfort with cold outreach and your ability to think on your feet.
• How it is evaluated: They are looking for your ability to open a call confidently, handle initial objections (e.g., "I'm busy," "I'm not interested"), and pivot to asking questions rather than just reading a script.
• Strong performance: A strong candidate listens more than they speak, acknowledges the "prospect's" hesitation with empathy, and persistently tries to keep the conversation going to secure a follow-up or close the deal.

Be ready to go over:

• Opening the call: clear introduction and value statement.
• Objection handling: specifically handling "I don't have budget" or "I've had bad reviews."
• Closing: asking for the business or the next meeting explicitly.

Coachability and Feedback Implementation

Yelp places a massive emphasis on training. In many interviews, you will be asked to listen to recorded sales calls or perform a role-play, receive feedback, and then do it again.

• Why it matters: No one starts as a perfect salesperson. They need to know you can be molded.
• How it is evaluated: The manager will give you a specific critique (e.g., "You sounded too robotic" or "You didn't ask enough questions"). In your second attempt, if you make the same mistake, you will likely fail.
• Strong performance: Acknowledge the feedback enthusiastically ("That’s a great point, I’ll try that") and immediately demonstrate the change in the second round.

Behavioral Resilience & Motivation

You will face questions designed to test your "why." Sales is hard, and Yelp wants to ensure you aren't just looking for any job, but specifically a sales career where income is tied to performance.

• Why it matters: Turnover in sales is high; they want candidates who have the stamina to stick it out.
• How it is evaluated: Through questions about past failures, competitive situations, or financial goals.
• Strong performance: Specific examples of times you worked hard to achieve a goal, overcame a significant failure, or competed in sports/academics.

The word cloud above highlights the frequency of terms like "Role Play," "Cold Call," "Feedback," and "Scenarios." This reinforces that your preparation should be 80% active practice (mock calls) and 20% standard interview Q&A.

As an Account Executive, your day-to-day is structured and high-volume. You are the face of Yelp to thousands of business owners.

• Prospecting and Outreach: You will spend a significant portion of your day on the phone. This involves making 60-80+ outbound calls daily to small and medium-sized businesses. You are hunting for new business, not waiting for leads to come to you.
• Consultative Selling: Once you connect with a business owner, your job is to educate them. You will analyze their Yelp page, identify missed opportunities, and explain how Yelp’s advertising products can solve their specific pain points (e.g., getting more leads, highlighting positive reviews).
• Pipeline Management: You are responsible for managing your own book of business. This includes scheduling follow-ups, organizing your leads in Salesforce, and ensuring you have a steady stream of prospects to hit your monthly revenue targets.
• Closing Deals: The ultimate goal is revenue. You are expected to close deals efficiently, often on the first or second call (one-call close mentality is common in this segment).