Sales Operations Lead - Territory Management

This role demands a unique blend of data fluency and stakeholder leadership . The ideal candidate is as comfortable writing SQL queries and building models in BI tools as they are presenting go-to-market strategies to Regional General Managers and Sales leaders. You will design and run the global bookbuilding process, treating it like a product - scoping, testing, iterating, and scaling with rigor.

With global scope and high visibility, this role sits at the intersection of data, strategy, and execution . You will shape how Uber for Business structures its sales engine, ensuring that our sales teams are positioned for success and that we maximize impact across our $700M+ and growing global portfolio.

What You'll Do

Bookbuilding Strategy & Execution

• Own the global process for building and balancing seller books across regions, ensuring equitable account allocation and alignment with strategic priorities.

• Develop, test, and operationalize the queries, data sources, and logic that underpin bookbuilding

Data & Insights

• Leverage SQL, Python, and BI tools to design scalable models and insights for segmentation, territory design, and headcount planning.

• Synthesize complex data sets into actionable recommendations for sales leaders.

Stakeholder Management & GTM Alignment

• Partner with Regional General Managers, Country Managers, and Sales Leaders to align on bookbuilding strategy, segmentation adjustments, and headcount planning.

• Act as the trusted advisor on GTM strategy, presenting recommendations and driving alignment across leadership.

Change Management & Communication

• Lead global communication and change management for territory rebalancing and segmentation shifts.

• Drive adoption and clarity around changes, ensuring smooth transitions and minimal disruption to sellers.

Program & Process Management

• Manage bookbuilding like a product, creating a repeatable and transparent playbook for how books evolve each half.

• Run a scrum-like model for iteration and improvement, ensuring the process is hyper-organized and efficient.

Basic Qualifications

• 6+ years of experience in Sales Operations/Sales Strategy

• Advanced proficiency in SQL (query building and optimization) and hands-on experience with BI tools (e.g., Tableau, Looker, PowerBI).

• Strong proficiency with Python (data manipulation, automation, analytics workflows).

• Demonstrated program management experience - organized, detail-oriented, and process-driven.

• Bachelor's degree in Business, Analytics, Economics, Computer Science, or related field.

Preferred Qualifications

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• Experience in global Sales Operations or within a high-growth SaaS/B2B environment.

• Familiarity with Salesforce.com and sales data workflows.

• Proven ability to communicate complex ideas effectively across technical and non-technical stakeholders.

• Track record of driving organizational change and aligning cross-functional teams around new processes.

• Experience working in a marketplace or multi-sided platform environment.

For New York, NY-based roles: The base salary range for this role is USD$155,000 per year - USD$172,000 per year. For San Francisco, CA-based roles: The base salary range for this role is USD$155,000 per year - USD$172,000 per year. For all US locations, you will be eligible to participate in Uber's bonus program, and may be offered an equity award & other types of comp. You will also be eligible for various benefits. More details can be found at the following link https://www.uber.com/careers/benefits. --- Seniority level: Mid-Senior level Employment type: Full-time Job function: Management and Manufacturing Industries: Internet Marketplace Platforms