The Yandex Go for Business team is looking for a Commercial Director to lead the entire commercial function of the division: a team of 250 people and sales across all business segments — Enterprise, Large, and SMB.
Tens of thousands of Russian and international companies use Yandex Go for Business to solve their work tasks: order corporate taxis, deliver food and goods, rent and refuel cars. The team helps clients — from small firms to the country's largest corporations — reduce costs and improve employee working conditions.
What tasks await you:
- Team Leadership: You will lead a team of 250 people through direct reports — heads of departments and groups. You will need to build a structure considering business objectives, develop management, strengthen management processes, and also be responsible for hiring, onboarding, and retaining key employees.
- GMV Responsibility: You will monitor the achievement of the division's GMV plan, ensure its growth and predictability. You will need to understand the factors influencing GMV — from working with the funnel and conversion to increasing the average check and customer retention — and manage them.
- Segment Development: You will create separate sales models for Enterprise, Large, and SMB segments — taking into account differences in deal cycles, average check size, and client needs. You will also need to prioritize between segments and allocate team resources.
- Sales Efficiency Improvement: You will formulate hypotheses on how to increase sales, test them with data, and implement confirmed ideas. You will need to analyze the client base by segmenting it into cohorts, study the behavior of different client groups, and develop solutions based on this data, not intuition.
- Cross-functional Interaction: You will build communication with product, marketing, operations, and finance teams. You will need to gather market feedback and drive changes that bring commercial benefits.
We expect you to:
- Have managed a commercial team of comparable scale, including through other managers.
- Have been responsible for GMV, revenue, or a comparable financial indicator and met the plan for it.
- Have worked with B2B sales in multiple segments and understand the difference between approaches to Enterprise and SMB.
- Have experience with cohort analysis: be able to read customer cohort behavior and make decisions based on the obtained data.
- Be able to formulate hypotheses, test them with data, and bring confirmed ones to implementation.
- Confidently work with data in any form: spreadsheets, dashboards, operational metrics.
- Set ambitious goals for the team and take responsibility for the results.
- Make quick decisions in conditions of frequently changing variables.
It will be a plus if you:
- Have worked in a platform or marketplace business.
- Have built sales operations: processes, CRM, sales analytics, team training.
The company offers:
- Health: Extended medical insurance starts working from the first month at Yandex. It includes dentistry, annual check-ups, emergency medical assistance abroad, treatment for critical illnesses, including oncology, and accident insurance. Also, psychotherapy in the office or online services, laser vision correction after a year of work, pregnancy management and childbirth — after two years of work, insurance for relatives on an 80/20 system (the company pays 80% of the VHI cost for children and spouses, you pay the remaining 20%).
- Growth and Development: Yandex offers everything for continuous development and learning: an internal educational platform, mentorship, and programs for junior and experienced managers. Also, payment for participation in industry conferences, a 50% discount on foreign language learning. In addition, Yandex has internal projects where employees share expertise, discuss complex topics, and analyze their project cases.
- Sports: All major Yandex offices have gyms with everything you need: exercise equipment, sports gear, showers, lockers for clothes and belongings. You can work out on your own or with a corporate trainer. Also, free online workouts with FITMOST, discounts at fitness clubs, pools, yoga studios, climbing walls, and other places. Yandex has a sports club and many sports teams. There are leaders, chats, training programs. They also regularly participate in races, triathlons, "Hero's Race", football, and other competitions.
- Flexible Schedule: No fixed start or end times for the workday — work in a way that is convenient for you and your team.
- Housing Loans: Preferential interest rates for purchasing housing and improving housing conditions — depending on tenure, position, and review results. Valid for employees working in Russian Yandex offices.
- Discounts on Services: Hundreds of services can be found on the internal portal. Also, when paying with a salary card, you can receive increased cashback and additional discounts.
- Children's Educational Projects: Special educational projects from services for mini-Yandex employees of different ages — offline and online.
- Plus Subscription for all Yandex employees.
