Director, Sales Development

Yahoo serves as a trusted guide for hundreds of millions of people globally, helping them achieve their goals online through our portfolio of iconic products. For advertisers, Yahoo Advertising offers omnichannel solutions and powerful data to engage with our brands and deliver results.

Yahoo is a global media and tech company that connects people to their passions. We reach nearly 900M people around the world, bringing them closer to what they love—from finance and sports, to shopping, gaming and news—with the trusted products, content and tech that fuel their day. For partners, we provide a full-stack platform for businesses to amplify growth and drive more meaningful connections across advertising, search and media.

Description:

Yahoo is seeking a Director, Sales Development to build and lead the team driving demand for Mosaic, our new self-guided workflow for the Yahoo DSP. In this player-coach role, you will lead a team of 3–4 Yahoo SDRs, manage our relationship with MediaMint's outsourced SDR team, and own the transition of that work to internal Yahoo processes before the MediaMint contract ends in June 2027.

Your focus will be generating high-quality leads among client-direct Mid Market advertisers, handing them off to the team that owns the account and revenue, and re-engaging accounts that have churned.

Responsibilities:

Team Leadership:

• Hire, onboard, coach, and manage 3–4 Yahoo SDRs, fostering a culture of accountability, quality, and continuous improvement.
• Run weekly 1:1s, call reviews, and pipeline reviews to build skills and hold a consistent bar for lead quality.
• Own a personal prospect list as a player-coach, driving activations against it and piloting new plays before rolling them out to the team.

Vendor Management and Transition:

• Manage the MediaMint relationship, including performance against contracted KPIs, regular business reviews, and escalations.
• Plan and lead the transition of SDR work from MediaMint to internal processes ahead of the June 2027 contract end, including playbooks, tooling, knowledge transfer, and coverage continuity.

Demand Generation for Mosaic:

• Collaborate with Marketing to build and run outbound plays (email, phone, LinkedIn, events) targeting client-direct Mid Market advertisers.
• Develop vertical-specific messaging and sequences, then test, measure, and iterate.
• Convert interest into qualified leads and activated Mosaic accounts, handing off to the team that owns the account and revenue with complete context.
• Own re-engagement of churned Mosaic accounts and work to win them back.

Performance and Operations:

• Deliver against team goals for qualified leads, accounts activated, and churn volume, plus activations from your own prospect list, with revenue from handed-off leads used to measure lead quality.
• Own forecasting and reporting on activity, conversion, activations, revenue, and churn.
• Keep Salesforce and outreach tools clean and current; enforce account eligibility and rules of engagement with Field and Growth Sales.
• Feed client and market insights back to Product and Marketing to sharpen targeting and the Mosaic offering.

Qualifications:

• [4+] years of experience in sales development, inside sales, or demand generation, including [2+] years leading or coaching SDRs.
• Proven track record of delivering team and personal pipeline targets in a B2B environment.
• Experience selling directly to small and mid-sized businesses or Mid Market advertisers.
• Experience managing an outsourced SDR or vendor team against contracted KPIs; experience moving vendor work in-house strongly preferred.
• Strong command of Salesforce and outbound tools (e.g., Outreach, Salesloft, LinkedIn Sales Navigator, Gong).
• Data-driven approach, with the ability to build and read funnel metrics and adjust strategy based on results.
• Exceptional written and verbal communication skills with prospects, partners, and senior stakeholders.
• Ad tech, programmatic, or DSP experience preferred; experience with a self-serve or self-guided product is a plus.
• Thrives in fast-paced, changing environments, including building a new motion and playbook from scratch.

The material job duties and responsibilities of this role include those listed above as well as adhering to Yahoo policies; exercising sound judgment; working effectively, safely and inclusively with others; exhibiting trustworthiness and meeting expectations; and safeguarding business operations and brand integrity.

At Yahoo, we offer flexible hybrid work options that our employees love! While most roles don’t require regular office attendance, you may occasionally be asked to attend in-person events or team sessions. You’ll always get notice to make arrangements. Your recruiter will let you know if a specific job requires regular attendance at a Yahoo office or facility. If you have any questions about how this applies to the role, just ask the recruiter!

Yahoo is proud to be an equal opportunity workplace. All qualified applicants will receive consideration for employment without regard to, and will not be discriminated against based on age, race, gender, color, religion, national origin, sexual orientation, gender identity, veteran status, disability or any other protected category. Yahoo will consider for employment qualified applicants with criminal histories in a manner consistent with applicable law. Yahoo is dedicated to providing an accessible environment for all candidates during the application process and for employees during their employment. If you need accessibility assistance and/or a reasonable accommodation due to a disability, please submit a request via the Accommodation Request Form (www.yahooinc.com/careers/contact-us.html) or call +1.866.772.3182. Requests and calls received for non-disability related issues, such as following up on an application, will not receive a response.

We believe that a diverse and inclusive workplace strengthens Yahoo and deepens our relationships. When you support everyone to be their best selves, they spark discovery, innovation and creativity. Among other efforts, our 11 employee resource groups (ERGs) enhance a culture of belonging with programs, events and fellowship that help educate, support and create a workplace where all feel welcome.

The compensation for this position ranges from $217,905.00 - $473,710.00/yr and will vary depending on factors such as your location, skills and experience.The compensation package may also include incentive compensation opportunities in the form of discretionary annual bonus or commissions. Our comprehensive benefits include healthcare, a great 401k, backup childcare, education stipends and much (much) more.

Currently work for Yahoo? Please apply on our internal career site.