3 Yellow Pages Space Salesperson Job Description Templates and Examples

Company Overview

[$COMPANY_OVERVIEW]

Role Overview

We’re looking for a proven Senior Yellow Pages Space Salesperson to own high-value advertising inventory across digital and print directories, driving seven-figure annual recurring revenue (ARR) by securing premium placements for local, regional, and national advertisers. You’ll architect multi-year media packages—combining featured listings, display ads, category exclusives, and geo-targeted digital impressions—while leveraging CRM analytics, yield-management models, and A/B creative testing to maximize RPM (revenue per thousand impressions) and advertiser ROAS.

Responsibilities

• Manage a $3–5 M quota of print and digital Yellow Pages inventory; forecast weekly bookings with ≤ 5 % variance using Salesforce and Power BI dashboards.
• Negotiate long-term contracts (12–36 months) with C-suite and marketing directors, structuring tiered CPM/CPC bundles and performance-based add-ons.
• Conduct TAM (total addressable market) analyses to identify under-monetized verticals (legal, HVAC, dental) and craft vertical-specific pitch decks that lift close rates by 20 %.
• Lead cross-functional “packaging sprints” with ad-ops, creative, and SEO teams to prototype new premium SKUs (e.g., Page-Dominant Plus, Voice-Search Featured Snippet).
• Mentor 3–4 mid-market reps, reviewing call recordings and delivering weekly MEDDIC coaching sessions that shorten sales cycles by 15 %.
• Monitor competitor rate cards and auction dynamics; dynamically adjust pricing floors to maintain > 75 % sell-through while protecting eCPM.

Required and Preferred Qualifications

Required:

• 7+ years of media sales experience with consistent top-10 % performance; minimum $2 M annual billings in Yellow Pages, directory, or local digital display.
• Expert command of advertising metrics: CPM, CPC, CPL, ROAS, viewability, attribution windows.
• Proficiency in Salesforce, Outreach, and ad-inventory yield tools (e.g., Google Ad Manager, Freestar).
• Bachelor’s degree in Business, Marketing, or related field.

Preferred:

• Knowledge of YP’s SAP AD-Order-to-Cash workflow and lineage data feeds.
• IAB Digital Media Sales Certification or Google Digital Sales credential.
• Experience selling performance-based bundles that include call-tracking numbers and DNI (dynamic number insertion).

Technical Skills and Relevant Technologies

• Advanced Excel & SQL for cohort LTV modeling and churn prediction.
• CRM automation (Salesforce Lightning, Pardot sequences) to scale outreach without sacrificing personalization.
• Familiarity with programmatic direct and PMP deal setup via DFP/GAM.
• Ability to read JSON ad-serve logs for troubleshooting impression discrepancies.

Soft Skills and Cultural Fit

• Track record of leading quarterly business reviews (QBRs) with data-driven storytelling that secures upsell budget.
• High resilience: comfortable with 80+ outbound touches/week and multi-threaded enterprise negotiations.
• Collaborative style—willing to share winning pitch decks and call scripts on Confluence to uplevel the entire pod.
• Intellectual curiosity: beta-tests new YP ad formats and provides product feedback that shapes roadmap priorities.

Benefits and Perks

On-target earnings (OTE): [$SALARY_RANGE] (50 % base / 50 % uncapped commission with accelerators at 110 %, 125 %, 150 % quota attainment).

• President’s Club annual retreat for top 5 % performers.
• Equity-like phantom stock units tied to YP digital revenue growth.
• Company-covered travel to National Small Business Association conferences for lead generation.
• Comprehensive medical, dental, vision, 401(k) with 6 % match, and $1 k annual professional-development stipend.

Location

This position is hybrid: candidates must reside within [$COMPANY_LOCATION] and collaborate in-office Tuesday–Thursday; Monday/Friday optional remote.

Equal Opportunity Statement

[$COMPANY_NAME] is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

Company Overview

[$COMPANY_OVERVIEW]

Role Overview

We’re looking for a high-energy Yellow Pages Space Salesperson to own premium digital and print directory real-estate revenue for [$COMPANY_NAME]. You will quarterback the full sales cycle—from prospecting local and national advertisers, crafting data-backed media packages, negotiating multi-year contracts, to renewing and upselling marquee placements—while hitting aggressive monthly, quarterly, and annual quotas. If you combine consultative selling chops with deep knowledge of hyper-local advertising performance, this is your chance to shape how millions of consumers discover businesses every day.

Responsibilities

• Exceed assigned revenue targets for both digital and print Yellow Pages inventory by identifying, qualifying, and closing new advertisers and renewals
• Conduct 40+ outbound touches daily (cold calls, email sequences, LinkedIn, in-person visits) to build a robust pipeline of SMB, mid-market, and enterprise accounts
• Architect custom media bundles—featured listings, display ads, video pre-roll, SEO-optimized landing pages—using CPM, CPC, and CPL pricing models to maximize ROAS for clients
• Leverage Salesforce, Outreach.io, and ZoomInfo to log activities, forecast deal velocity, and maintain >90% data hygiene for weekly revenue reviews
• Negotiate annual and multi-year contracts (avg. deal size $5K–$250K) while protecting rate card integrity and minimizing discount leakage
• Deliver compelling ROI presentations using Google Data Studio dashboards, call-tracking metrics, and heat-map analytics to prove lead-generation value
• Collaborate with campaign ops, creative, and SEO teams to ensure on-time creative delivery, accurate directory placement, and post-sale customer success
• Attend chamber events, trade shows, and local business meetups to cultivate referral networks and strengthen [$COMPANY_NAME]’s brand presence
• Mentor junior reps on objection handling, pricing strategy, and consultative discovery techniques to elevate team win rates

Required Qualifications

• 2+ years of quota-carrying sales experience in advertising, media, SaaS, or telecom with a documented record of exceeding $500K annual quotas
• Proficiency running full-cycle B2B sales in CRM systems (Salesforce, HubSpot, or Zoho) with accurate forecasting discipline
• Demonstrated ability to prospect via cold calling, email sequencing, and social selling; comfortable making 60+ calls per day
• Strong analytical acumen—can interpret CTR, CPL, and conversion data to craft ROI-focused proposals
• Valid driver’s license and willingness to travel throughout assigned territory 3–4 days per week

Preferred Qualifications

• Experience selling directory, print, radio, or hyper-local digital advertising to SMBs
• Knowledge of SEO, GBP (Google Business Profile), and local search ranking factors
• Certifications: Google Ads Search, Facebook Blueprint, or IAB Digital Sales
• Bachelor’s degree in Marketing, Business, or related field
• Multilingual capabilities aligned with market demographics

Technical Skills and Relevant Technologies

• Advanced Excel / Google Sheets for pricing models and pivot-table analysis
• Salesforce CRM reporting, dashboard creation, and forecast rollup
• Outreach.io or Salesloft sequence automation
• ZoomInfo, Bombora, or Clearbit for intent data and lead enrichment
• Google Analytics & Data Studio for campaign performance storytelling
• Call-tracking platforms (CallRail, Invoca) to quantify inbound leads

Soft Skills and Cultural Fit

• Relentless drive: thrives on high-rejection environments and self-generates pipeline
• Storyteller: translates product specs into advertiser-centric value narratives
• Collaborative spirit: partners cross-functionally without territorial behavior
• Resilience: quickly rebounds from lost deals and iterates on the next approach
• Integrity: sets honest expectations on performance and deliverability

Benefits and Perks

On-target earnings (OTE): [$SALARY_RANGE] (50/50 base/commission split uncapped)

• Fast-start draw for the first 90 days
• Monthly & quarterly accelerator bonuses up to 2.5× commission rate
• Company car allowance or mileage reimbursement
• Medical, dental, vision—employee premiums 100% covered
• Stock options and 401(k) with 4% match
• Flexible PTO and paid volunteer days
• Top-performer President’s Club trip (historically Mediterranean cruises or 5-star resorts)
• Continual sales training budget and paid industry certifications

Equal Opportunity Statement

[$COMPANY_NAME] is proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or veteran status.

Location

This is a hybrid position based in [$COMPANY_LOCATION]; reps are expected to collaborate in the regional office twice per week and spend the remaining days in-field with clients.

Don’t check off every box? Studies show that under-represented groups often hesitate unless they meet 100% of the requirements. If you’re excited about transforming local advertising and hungry to crush revenue goals, we encourage you to apply and tell us how you’ll win.

Company Overview

[$COMPANY_OVERVIEW]

Role Overview

As Yellow Pages Sales Manager at [$COMPANY_NAME], you will own the P&L for our digital and print directory advertising portfolio, orchestrating a high-velocity sales engine that connects 50k+ local businesses with 20M monthly searchers. You will architect data-driven go-to-market strategies, lead a cross-functional team of account executives and SDRs, and negotiate multi-year, multi-product contracts that drive 8-figure ARR growth. This is a player-coach role: expect to carry a personal quota while scaling a world-class sales organization.

Responsibilities

• Deliver 120% of team quota across YP digital listings, SEM packages, display ads, and remnant print inventory; forecast revenue to <3% variance using Salesforce Einstein Analytics
• Build and execute territory plans that segment 30k SMB prospects by LTV, vertical churn propensity, and AdWords CPC elasticity; prioritize high-yield zip codes via SQL-based heat-maps in BigQuery
• Mentor 8–10 account executives on MEDDICC qualification, value-based negotiation, and multi-threaded C-suite outreach; raise average deal size 35% by packaging reputation management and Google Performance Max bundles
• Partner with Product Marketing to launch new IYP (Internet Yellow Pages) SKU; define pricing matrix, comp plans, and sales-enablement assets that compress ramp time to <45 days
• Orchestrate weekly pipeline councils; inspect next-step veracity, remove blockers, and redeploy SE resources to deals >$50k ARR
• Negotiate master service agreements with franchise groups and media-buying agencies; secure 3-year prepaid commitments with CPI-linked escalators
• Evangelize [$COMPANY_NAME] at chambers of commerce, BIA events, and SaaS sales meetups—generating 150+ Marketing Qualified Leads per quarter

Required Qualifications

• 5+ years leading B2B sales teams in directories, local search, or SaaS advertising platforms; documented success exceeding $10M annual quota
• Expert command of Salesforce CRM, Outreach.io, and Looker dashboards; ability to write SOQL queries for ad-hoc pipeline inspection
• Deep fluency in local SEO, Google Business Profile, and pay-per-call attribution models
• Proven track record hiring top-quartile AEs and elevating under-performers to >100% quota within two quarters
• Bachelor’s degree in Business, Marketing, or related field

Preferred Qualifications

• MBA or coursework in Strategic Sales Management
• Experience selling to multi-location brands (healthcare, legal, home services) with centralized marketing budgets
• Exposure to programmatic DOOH and connected-TV extension products
• Proficiency in Spanish or French for multilingual market penetration

Technical Skills and Relevant Technologies

• Salesforce Sales Cloud, Tableau, Gong.io conversation analytics
• Google Ads, Local Services Ads, and Performance Max APIs
• Microsoft Excel / Google Sheets pivot tables, v-lookups, PowerQuery
• Basic SQL for territory segmentation; familiarity with Snowflake data shares

Soft Skills and Cultural Fit

• Relentless drive: thrives in a high-churn, high-rejection environment while maintaining team morale
• Coach-first mindset: delivers actionable feedback rooted in call-recording evidence and KPI diagnostics
• Data storytelling: translates CPM, ROAS, and rank-position metrics into ROI narratives that resonate with non-technical owners
• Collaborative edge: aligns Product, Finance, and Legal to shorten red-line cycles and accelerate deal velocity

Benefits and Perks

On-target earnings: [$SALARY_RANGE] (60% base / 40% variable) plus uncapped accelerators at 120%+ attainment

• Equity refresh grants tied to team ARR milestones
• President’s Club trip for top 10% managers—recent destinations include Bali and Barcelona
• Monthly car and cell allowances; $150 monthly wellness stipend
• Flexible PTO, 12 paid holidays, and volunteer days
• Comprehensive medical, dental, vision, and 401(k) with 5% match

Equal Opportunity Statement

[$COMPANY_NAME] is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees—regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

Location

This is a hybrid position based in [$COMPANY_LOCATION]; expect to be on-site Tuesday–Thursday for strategy sessions and team coaching.