1. What is an Account Executive?

As an Account Executive at Yelp, you are the engine of the company’s revenue growth and the bridge between local businesses and the millions of consumers who rely on Yelp daily. This is not a passive account management role; it is a high-energy, full-cycle sales position focused on acquiring new business. You are responsible for identifying potential clients, reaching out to business owners, and demonstrating how Yelp’s advertising products can transform their visibility and bottom line.

You will be working in a fast-paced environment where resilience and drive are paramount. Account Executives at Yelp are expected to manage a high volume of outreach, often navigating complex conversations with business owners who may be skeptical or unfamiliar with digital marketing. Your work directly impacts the survival and success of local businesses by giving them the tools to stand out in a competitive marketplace. If you thrive on closing deals, owning your success, and making a tangible impact on the local economy, this role is your arena.

2. Getting Ready for Your Interviews

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.

3. Interview Process Overview

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.

4. Deep Dive into Evaluation Areas

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.

5. Key Responsibilities

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).

6. Role Requirements & Qualifications

Yelp is often open to candidates from diverse backgrounds, including recent graduates, provided they possess the right character traits.

Must-Have Skills:

• Unshakeable Confidence: The ability to pick up the phone and call a stranger, even after being hung up on previously.
• Excellent Communication: Clear, articulate verbal communication. You need to sound professional and trustworthy over the phone.
• Work Ethic: A track record of hard work. This could be through sports, working through college, or previous demanding jobs.
• Tech Savviness: Comfort with using CRM tools (like Salesforce) and navigating the web quickly while talking.

Nice-to-Have Skills:

• Previous Sales Experience: While helpful, it is not mandatory. Many successful AEs start here as their first corporate role.
• Knowledge of Digital Marketing: Understanding SEO, SEM, or CPC (Cost Per Click) models gives you a head start in training.
• Bachelor’s Degree: Often preferred, but relevant experience and drive can sometimes substitute.

7. Common Interview Questions

The questions at Yelp are consistent and designed to filter for sales aptitude. Do not memorize answers; instead, prepare stories that highlight your drive.

Motivation & Culture Fit

• "Why do you want to work in sales specifically?"
• "Why Yelp? What do you know about our products?"
• "What motivates you more: money or recognition?"
• "Tell me about a time you failed and how you handled it."

Situational & Role Play

• "Sell me this pen (or this water bottle)."
• "If a business owner says they are too busy to talk, how do you handle it?"
• "A business owner screams at you because of a bad review on their page. What do you do?"
• "Here is a scenario: I am a pizza shop owner who thinks Yelp is a scam. Convince me otherwise."

Coachability & Self-Reflection

• "What is a piece of constructive feedback you received recently, and what did you do with it?"
• "After listening to that recorded call, what went well and what would you have done differently?"
• "How do you prefer to receive feedback?"

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.

8. Frequently Asked Questions

Q: Is the role-play difficult? The role-play is challenging because it puts you on the spot, but it is not designed to trick you. The interviewers want to see if you can keep a conversation going and if you are brave enough to ask for the sale. The "difficulty" usually comes from how well you handle the feedback round.

Q: Do I need to know everything about Yelp's products? You don't need to be an expert, but you should know the basics. Understand that Yelp sells ads that remove competitor ads from a business page and highlight the business in search results. Showing you understand the business model (CPC) is a huge plus.

Q: Is this a remote role? Yelp has adopted a "remote-first" model for many teams, but they also have strong hubs in cities like Chicago, New York, Phoenix, and London. Verify the specific job posting for location requirements, as some sales teams may prefer hybrid presence for training and morale.

Q: How long does it take to get an offer? The process is very fast. Candidates often report receiving an offer within 24 to 48 hours after their final interview. Be prepared to make a decision quickly.

9. Other General Tips

• Bring the Energy: Sales is a transference of energy. If you sound low-energy or passive in your interview, they will assume you will be low-energy with clients. Smile while you talk—it changes your tone.
• Don't Fear the "No": In the role play, the interviewer will reject you initially. Do not accept the "no" and hang up. Acknowledge it ("I completely understand you're busy...") and pivot back to value ("...but I just need 30 seconds to show you how you're losing customers to the pizza shop across the street").
• Research the "Yelp Effect": Look up statistics on how much revenue a one-star increase brings to a business. Using data in your answers shows you understand the economic value of the product.
• Ask for the Close: At the end of your interview, ask the manager: "Based on our conversation, is there any reason you wouldn't move me forward?" This shows you have the guts to close a deal.

10. Summary & Next Steps

The Account Executive role at Yelp is a premier training ground for a career in sales. It offers a transparent path to promotion, uncapped commission potential, and the opportunity to develop thick skin and sharp business acumen. The company is looking for raw talent they can mold into top performers. If you are hungry, coachable, and resilient, you are exactly who they are looking for.

To succeed, focus your preparation on the role play. Practice cold calling a friend or family member. Have them give you objections like "I'm too busy" or "I hate Yelp," and practice pivoting the conversation back to value without getting flustered. Remember, the interviewer isn't expecting perfection; they are expecting progress. Show them you can listen, learn, and fight for the win.

Note on Compensation: The salary data typically reflects a base salary plus On-Target Earnings (OTE). In sales roles like this, a significant portion of your income is variable, based on your commission performance. High performers often exceed the OTE, while those developing their pipeline may start closer to the base.

You have the insights and the strategy. Now, bring the energy and close the deal. Good luck!