• Own and deliver expansion ARR quota and renewal performance within assigned Commercial accounts. • Develop and execute structured account plans focused on multi-product adoption and wallet-share growth. • Lead complex discovery and expansion conversations across multi-stakeholder buying groups. • Drive disciplined renewal strategy, negotiation, and retention execution. • Manage larger deal sizes and moderate sales cycle complexity. • Maintain accurate revenue forecasting and pipeline inspection discipline. • Partner cross-functionally with CX, Product, and Solutions to ensure alignment on expansion strategy. • Identify commercial risk signals and proactively mitigate renewal exposure. • Ensure clean commercial handoffs where role transitions are required.

• Foster strong, collaborative business relationships between Yelp and SMB (mainly local) agencies and their advertisers • Consistently surpass sales targets by delivering new partner-driven revenue every quarter • Lead the partnership and deal-origination process, overseeing every stage from strategy and planning to pipeline development, outreach, implementation, and ongoing growth • Create compelling and consultative sales presentations that showcase how Yelp’s advertising products can effectively engage consumers • Represent our company as an advocate and spokesperson at industry events • Contribute to shaping the future direction of Yelp’s advertising partner program • Develop and maintain partner relationships to ensure the achievement of assigned goals • Analyze agency structures, identify key decision-makers, budget holders, and the agencies' decision-making processes • Cultivate ongoing relationships with agencies, validate advertisers' needs, and maintain the prominence of Yelp’s partnership • Collaborate seamlessly with cross-functional teams to drive revenue growth with new clients • Begin each workday with a positive attitude and a determination to succeed

• Build relationships with important internal and customer stakeholders, including c-suite decision-makers • Create a long-term account strategy aligned with customer goals • Collaborate with our teams to meet customer needs and contribute to account planning • Be a trusted advisor, understanding client businesses and aligning Zscaler solutions with their goals

• Handle daily management for assigned book of business • Establish and maintain strong relationships with client(s) and stakeholders • Ensure client expectations are met or exceeded on all levels by maintaining ongoing communication (written and verbal) with client and account team members and troubleshooting problems/issues as necessary • Establish and maintain a thorough knowledge of client organizations, products, disease states, and marketing objectives • Oversee budgeting, financial monitoring, and reconciliation of individual projects • Pursue and acquire new business within current accounts by writing proposals, developing new business presentations, and participating in regular onsite client meetings • Update senior management on account team activity, new business opportunities, and financial analyses and projections • Work with department managers to identify and manage internal and external resources • Participate and/or lead team meetings