Mission: Our vision is to maximize each company's current customer base in order to provide verified content, resulting in new customers and increased spend.
We proudly present: Innovation Week at Yotpo! When creators, risk-takers & innovators come together to dream up the future of the eCommerce industry! Here's a taste of what we did: http://glassdoor.com/slink.htm?key=vQ3Zn
The list is live! Yotpo is one of Built In NYC's Best Places to Work! Here's to another year of promising to become even best-er! http://glassdoor.com/slink.htm?key=vQOcF
Want to learn more about the reality of working with our Mid-Market/Enterprise team? Hear it first-hand from Mike, Audrey, Jamie and Jon.
- Audrey O'Regan (Enterprise Content Marketing / Enterprise/Mid-Market SDR)
Having taken on the role of Yotpo's UK Sales Director, you have inherited a double whammy: a newer buyer community for Yotpo (Enterprise) within a very young Yotpo territory (UK). What are your plans for tackling this particularly complicated challenge?
The key challenge when you build and scale a sales organisation in a relatively new market is to encourage a culture within your team where everyone wants to improve every day. We are doing that at Yotpo UK through structured weekly training and also peer coaching and feedback where we ask team members for feedback on everything we do. Doing it this way means that we will develop good people who want to collaborate and share ideas. Ultimately we stay in jobs for the opportunity and because we build meaningful relationships with our colleagues and customers and you can only do that when the style of leadership is very flat (no egos) and transparent (no surprises).
The market here is perfectly positioned for Yotpo and our unique strengths and really the biggest challenge is about execution and then scaling the team.
I am firm believer in having a plan but being flexible enough to adjust it to the reality on the ground - that is key part of our success map for 2018. We have a plan A and a plan B.
- Jamie Clohesy (Director of Sales, UK)
How do SDRs and AEs on the Mid-Market team work collaboratively?
It all starts with going after the right accounts, so even before outreach we work together to figure out not only who has success with Yotpo, but who we think we will be able to successfully outreach. SDRs are looped into AE conversations with clients to be sure it isn't just a handoff, but there is a constant team effort throughout the process.
- Jon Adamec (Enterprise/Mid-Market Account Executive)
Want to learn more about the reality of working with our SMB Account Executive team? Hear it first-hand from Tom, Josh, Jennie, Matt and Ashley.
For over a year now, you have played an active role in building out a very young office. What have been some of the most difficult hurdles you have overcome, the most rewarding moments, and the #1 suggestion you’d make to someone joining Yotpo UK?
1. For a year now, you have played an active role in building out a very young office. What have been some of the most difficult hurdles you have overcome?
There are a few challenges that have been unique to building out a new office. First is the lack of developed processes and infrastructure. In a mature sales office, you not only have an entire management structure but dedicated roles in areas such as Sales Enablement, Training, Sales Operations, and Product Marketing. These kinds of roles are very valuable in selling, and while we do get support from the New York office, it just isn't the same as what you get when you're on the same floor.
Second, while our brand has grown tremendously in the last year, we still face a name recognition deficit relative to our competition. There are several competitors that have definitely achieved "status quo" level, and it can be difficult to steal their customers, particularly when they're usually far less expensive.
Third, in a mature sales office where you're surrounded by a larger salesforce, you're able to develop your skills simply by being around other professionals, hearing their calls, and picking up other tidbits of wisdom, whether it's at lunch or in a meeting. In a young, small office, the environment isn't as conducive towards that kind of natural diffusion of knowledge and best practices.
2. The most rewarding moments?
The most rewarding part of being in our office is that we're truly on the front lines of figuring out one of the most critical parts of our company's future: figuring out how to increase our sales internationally AND perfect a strategy and process that we can replicate in even further international offices. I truly feel like I'm doing some of the absolute most important work at our company, and that provides satisfaction and challenge that I know I wouldn't be getting in our New York office.
Second, when you're a part of a young office, your contributions matter more for the team's success, period. In the New York office you can feel like a tree in the forest; in London, when I've had absolutely massive months, I've sometimes been able to get us to 50% of our team goal by myself. As someone who finds so much joy in being a part of a team and succeeding as a team, that is such an incredible part of being part of the London office.
Lastly, being a part of a young office adds to the family aspect that I find important. I can basically tell you exactly what everyone in our office is working on and which sales opportunities they're looking to close. When you combine that with a very supportive group, it forms a really special connection w/ your colleagues in the office.
3. #1 suggestion you'd make to someone joining Yotpo UK?
You should definitely be prepared to work hard, because you can't take anything for granted here. Second, while we have great Sales Managers here, you should have the mindset that you will sometimes need to just "figure it out". Finally, you have come in w/ a flexible mindset, because our processes and strategy will be a work-in-progress for the indefinite future, so just be comfortable w/ the inevitable changes that may entail!
- Tom Clarke (Account Executive, UK)
You successfully transitioned from a high-performing Account Executive to a SDR Manager and now an Account Executive Manager. Throughout these different roles, what traits have you found to be universal contributors to sales success?
There are many traits I find to be universal contributors to sales success, such as; A process-oriented mindset and a strong knowledge of multiple KPIs that yield success. In addition, the ability to manage your time effectively as well as devoting time to building strong internal relationships across departments with leaders and managers. Furthermore, never forgetting the must-haves; a positive attitude, hard-working, and implement feedback coupled with trying things that make you uncomfortable. Lastly, AB testing to figure out what works through variations of problem-solving.
- Josh Hezghia (Manager, Account Executive Team)
How has your career grown since starting at the company?
What is the relationship between SDRs and AEs at Yotpo?
Collaborative. The success of an AE is largely dependent on the SDR -- and vice versa. The synergy between both teams is very important. We're constantly finding ways to get better as we continue to scale our sales organization. The fact that we also have 2 SDRs to 1 AE is a huge plus!
What is the trajectory for growth in regards to top performing AE’s?
If you have a great attitude and are consistent, there will be opportunities to advance your career at Yotpo. This could involve managing a team, moving departments within the company, or taking on larger quota in the sales department. The sky is the limit!
- Matt Ryan (Senior Director of Sales, US)
Want to learn more about the reality of working with our Marketing team? Hear it first-hand from Cris, Ali, Talia, and Omer.
Marketers love a good story. What makes Yotpo’s story such a compelling one to tell?
What’s so appealing about Yotpo’s story is that in a world where automation and digitization are dehumanizing interactions, our technology is one that actually brings companies closer to their customers. Besides being amazingly cool, the brands that use Yotpo are part of a new generation of companies that treat consumers like people and not like walking wallets. They listen, they learn, they produce the best products, and they deliver the best experiences. They prove that taking a customer-first approach is the key to loyalty and growth. Who wouldn’t love to get behind a story like that?
- Cris Dinozo (Senior Director Marketing Communication, US)
What particular challenges and opportunities face the Marketing team at this stage of Yotpo’s growth?
It's such a different game being leaders in our space! It was one thing when we were the scrappy startup fighting for market share, but now that we're working with some of the coolest eCommerce brands around, we've had to shift our strategy. Our audience knows who Yotpo is, so the challenge and opportunity isn't just to get them to recognize the name, but the recognize the power behind it.
- Ali Fazal (Director of Marketing Operations, US)
With the Marketing team dispersed globally, how do you cross distance and time zones to ensure a collaborative and productive team dynamic?
With a lot of texts, video calls, phone calls! I'm used to speaking to my Israeli coworkers all morning and my US coworkers all afternoon. But, most importantly, we get together face-to-face whenever possible. My teammates are more than just colleagues -- they're some of my closest friends, and it's key that we actually spend time together. And something magical happens when we can get all of the marketing team into the same physical place. We're also lucky to get a lot of visitors from our US and Israel teams as well as make trips out to those offices whenever necessary.
- Talia Shani (Director of Marketing, UK)
With Yotpo's fast innovation pace, what are Product Marketing doing to make sure the new products released to market are making an impact?
Want to learn more about the reality of working with our Client Success team? Hear it first-hand from Rachel, Matt, Erin and Ethan.
You have a (well-earned) reputation for creating particularly genuine relationships with your clients. What is it about the clients you work with and/or Yotpo’s product that helps to cultivate such a honest interest in them and their businesses?
So glad you asked- This is one of my favorite parts about being on the Client Success team at Yotpo. The truth is that our partners are as varied and unique as the people you meet in New York, and each of them has a story. I've always maintained that strong personal connections are the foundation of any working relationship, and that holds true at Yotpo. Hearing their stories, both professionally and on a more personal level, helps me understand what drives them and therefore their business strategies. Yotpo's tools helps them magnify this voice, and what results is this beautiful synergy.
Plus...I like getting to know people!
- Rachel Weller (Senior Client Success Manager, US)
During the evaluation process, most brands are focused on the ROI that Yotpo will bring their business. Most times this ROI is focused on increased traffic to their site, decreased digital marketing spend, and the additional revenue that it will bring it.
Yotpo does do those things, however it also does a whole lot more. One of my favorite things to hear is how Yotpo helps with onsite engagement and the user journey, building a community and helping them differentiate themselves from other brands and competitors. Here at Yotpo, we believe that your customers are your best marketers; so how do we help brands differentiate themselves and stand out? As a strategic consultant to their business, we recommend that instead of you [the brand] talking about how great you are, lets get your customers talking about how great you are. I always suggest that my partners structure their review requests in a way that asks prompted questions that will lead their customers to talk about the things they love most about the brand and why they recommend it to their friends. The end result is amazing; customers are telling stories about that time they had an issue with their order and they had an amazing customer service experience. They are also telling stories about how they used to have a terrible problem with (say their skin) and because of the quality ingredients, their (skin) has never looked better. UGC really is the best form of Word of Mouth Marketing.
You have played a key role in strengthening Yotpo’s relationships with enterprise clients. What are some of the ways that we have altered our offerings and our support over the past year to ensure that Yotpo is providing the greatest benefit to this newer tier of clientele?
For our enterprise clients - we’ve introduced Quarterly Business Reviews (QBRs), which sometimes even in-person, are utilized to discuss our completed quarterly goals and ensure we’re best aligned with our customers on future goals — both short and long term. These QBRs are more than just a metrics review and product updates, but rather a much-needed conversation to look beneath the surface, suggest and share optimization strategies, and make certain we’re providing the most value possible.
Our team serves as proactive social proof consultants, with focused efforts on bolstering our brands with specific, customized, and proven user-generated content strategies.
- Ethan Cohen (Manager, Enterprise Client Success Team US)
I have been working at Yotpo full-time (Less than a year)
Yotpo is one of the most innovative companies I've had the pleasure of working for, and is filled with incredibly passionate, motivated people (who are also down to earth and fun to work with!)
A few strengths in particular:
- Culture. It's clear that Yotpo puts an immense amount of effort into not just finding smart, motivated people, but individuals who are respectful and care about one another as well. There are very few big egos at Yotpo.
- Leadership. Every member of the leadership team that I've interacted with is experienced, capable, and incredibly sharp. In particular, I would point to the fact that a number of very senior, experienced hires have been made in the past 12 months as a testament to the fact that the organization has grown up quickly in a short period of time.
- Transparency. Everybody on Yotpo's leadership team is incredibly approachable, and everybody regularly receives updates on everything from financials to corporate strategy.
- Innovation. This often times seems like a colloquialism, but it's remarkable that Yotpo has managed to reinvent what seemed like a somewhat stagnant category (product reviews). Competitors seem baffled at Yotpo's incredible rise over the past 5 years.
- Scrappiness. If you want to get something done at Yotpo, the organization is still small enough where it's doesn't take 6 months' worth of meetings to make it happen. Others are still willing to jump in and lend a hand when it makes sense.
Yotpo has a couple of areas where we need to improve:
- External Reputation. Yotpo grew up with a heavy outbound sales culture, which has rubbed some customers the wrong way over the years. We've made strides to change pricing and customer service models to fix this, but there's still work to be done here.
- Work / Life Balance. Like any venture-backed startup, there's always a balance between putting in extra hours to get ahead and taking time for yourself. While there's very rarely pressure to work late / get in early, this is definitely not always a 9 - 5 type of organization (nor should it be at our current stage of growth).
I applied online. The process took 2 weeks. I interviewed at Yotpo (New York, NY) in October 2017.
I had an initial phone call with a recruiter and came into the office a week later to meet a few of the sales managers in person. I couldn't have asked for a better interview experience from start to finish -the recruiter I initially spoke to was genuinely interested to learn about my background, what I was looking for in my next role, and why my particular interest in Yotpo. The same theme of expressing actual interest in the candidate carried into the next round when I met 3 sales managers in person in Yotpo's office (great office btw). Each sales manager had a slightly different angle, but they were all keen on diving into my past not to find examples of "past success" or "epic failures" but they were interested to find out who I was as a person to ensure a cohesive culture fit. I don't have a traditional Tech SaaS Sales background and everyone took the time to learn about my career to understand why I would be a potential fit on their sales team instead of simply write me off due to lack of experience.
Through the conversations, we took a deep-dive into my background but also into the Yotpo sales process - the sales managers I spoke with were transparent about their sales structure, which allowed me to gain great insight as to how the sales teams operated. Yotpo is positioning their sales team for incredible success by having a phenomenal product, fast-paced sales culture, and being under the guidance of industry veterans. To put the icing on the cake, Yotpo's Talent Acquisition team are AMAZING communicators via email and phone call - they emailed me the day after I submitted my application online and notified me about next steps within 24 hrs after each interview stage (something that rarely happens).
The Yotpo candidacy experience tops any other application process I've been through.
Let us know if we're missing any workplace or industry recognition –