Say hello to Olivia, a Junior Local Client Manager whose #FiveStarCareer journey began in October 2022. In her role, Olivia leads a team of sales reps focused on helping existing Yelp advertisers boost their monthly exposure on the platform. She’s dedicated to understanding what motivates each team member, providing personalized coaching, feedback, mentorship, and opportunities for professional growth.

Q: Tell us about your journey at Yelp. A: I couldn’t be more grateful for my journey at Yelp and the many chapters that have brought me to where I am today. In October 2022, I joined the Client Partner Sales organization as an individual contributor, a role I enjoyed for several years. During this time, I had great managers who inspired me to pursue a leadership path of my own. In May 2024, I joined the Leadership Development Program, focusing on building my leadership skills before fully taking on a team. Just a few months later, I began leading my first team and continued to develop and refine my skills. I can’t wait to see where my Yelp journey takes me over the next few years!

Q: What does a typical day look like in your role? A: My typical day starts with a morning roundup, where I update my team on how we’re performing compared to the rest of the sales organization. I usually include a tactical piece of coaching, give the team an opportunity to engage, and share some form of inspiration during these meetings. Next, I head into 1:1s, where I focus on giving each team member one simple piece of value and help them stay focused on their goals so they can achieve them. Throughout the day, I listen to their calls and provide live feedback that they can implement right away. I’m always trying to help them zoom out and see the bigger picture of what they’re working toward and why they’re here, so they stay connected to their “why.”

Q: What motivates you every day? A: I am extremely motivated by the feeling that I’m learning and growing every day, and my path to leadership has been incredibly fulfilling in that regard. As a sales rep, I was completely focused on my own growth—perfecting my pitch, improving my sales process, and increasing my numbers each month. Eventually, though, I realized that wasn’t fully satisfying my hunger for learning and development.

Once I stepped into a leadership role, I was able to shift my focus to the growth of my team and pour that energy into supporting others. It motivates me so much to know I’m making an impact on my team’s lives—to see them buying houses and advancing in their careers because of their consistent success! I also love knowing that I’m building the skills to be a powerful woman in business, and I’m so grateful for all the support and training that helps me work toward that goal every day.

Q: Tell us about a time when you overcame a challenge in your role and how you overcame it. A: After about seven months managing a sales team, I hit a point where my numbers dipped and only a low percentage of my team was hitting their sales targets each month. This downturn forced me to really look in the mirror at how I was managing my team, the tone I was using, and the systems I had in place. With the help of my director, I completely revamped my process, and we implemented new systems that got my team pitching at a higher rate and helped the majority start hitting their sales targets again.

This experience also taught me the importance of holding people accountable. While accountability might not always feel comfortable in the moment, I learned it’s one of the key building blocks of a thriving sales team. It feels great knowing I now have systems in place to hold my team accountable, along with a proven coaching structure that will keep working as long as I stick with the process!

Q: How do you maintain a balance between your professional and personal lives while working from home? A: “Work hard, play hard” has always been my motto—it’s what first drew me to Yelp and a big part of why I’ve stayed for over three years! I live in a rural town in Idaho, close to Jackson Hole, Wyoming, and outside of work, my time is my most precious commodity. I spend nearly all of my free time outdoors—skiing, rock climbing, whitewater rafting, hiking, backpacking, and camping. I’m incredibly grateful to live somewhere with such quick access to nature, and even more grateful that I can focus on my career at Yelp while still making time for all the things I love. Knowing that there are so many growth opportunities ahead keeps me excited for the future!

Q: Which of Yelp’s values resonates with you the most and why? A: Authenticity is absolutely the Yelp value I feel most aligned with—and also the greatest standard to strive for every day. I’m constantly working with my team on how to remain authentic in their sales process and pitch, while still covering all the necessary aspects of our sales script. When I first became a manager, I experienced a similar journey: I felt confident I had mastered the “structure” of an effective 1:1, but I realized I needed to make those conversations more authentic to who I am.

This is something I continue to work on—showing up as my authentic self in team roundups and 1:1s, and being as vulnerable as I can with my team. I know the best leaders show up both authentically and vulnerably every day, and I’m continually striving to raise the bar for myself in that regard.

Want to work with Olivia?

With the help of our comprehensive training program, ongoing support, coaching, and development opportunities, you can take your career to the next level at Yelp, whether you’re a seasoned sales professional or just starting out in the industry. Check out our open opportunities and apply today!