Territory Lead, Midwest SMB Sales

Territory Lead

The Territory Lead is a local-first partner and the Head of Account Management for a defined set of geographies. This role focuses on accelerating the commercial growth by ensuring hyperlocal execution and maintaining end-to-end accountability for the marketplace health within your territory. Success demands turning market ambiguity into an actionable, locally-aware sales strategy, and ensuring that commercial progress translates directly into market-level business impact, such as FOC (First Order Consumers) and COP (Consumer Order Performance) gains. You will manage a portfolio of strategic accounts and serve as the local leader who unifies Sales, Account Management, and Territory Operations to drive outcomes for the end user.

What you'll do:

• Lead local execution & accountability: Serve as the Head of Account Management for your defined geographies. Own the team's pipeline ensuring clear priorities and a bias for action.
• Drive hyperlocal commercial strategy: Develop and implement the commercial strategy. This includes knowing your local merchants, numbers, and competition inside out.
• Own market-level outcomes: Drive end-to-end accountability by identifying and addressing market-level challenges (e.g., Competition Pressure, Marketplace health, Miss in capital allocation). Own the commercial performance to drive predictable revenue expansion and business impact, not just SIP attainment.
• Cross-functional stakeholder alignment (20% focus): Influence sales execution and strategic alignment with key partners (Sales Pods and Territory Operations) to unblock deals and that all efforts align with territory-led priorities (e.g., Geo and Hero prioritization).
• Act as player-coach: Serve as a player-coach while sharing direct feedback and leading with context.
• Operational excellence & judgment: Hold a high bar on operational excellence and attention to detail. Act with judgment and principled thinking to serve merchants and users, taking full responsibility for outcomes with a no-excuse mentality.

How you'll spend your time:

• Team leadership, coaching, and talent development (35%)
• Commercial planning, portfolio management, and expansion activation (30%)
• Strategic planning and local operational excellence (market health) (20%)
• Cross-functional stakeholder management and executive engagement (15%)

Basic qualifications:

• Minimum 8 years of experience, ideally in relevant, hands-on experience in B2B Account Management or Expansion Sales
• Previous leadership experience
• Experience leading a client-facing, quota-carrying team.
• A Bachelor's degree in Business, Finance, or a related technical field, or equivalent professional experience.

Preferred qualifications:

• Demonstrated experience in a marketplace business, specifically navigating the scale and hyperlocal complexity of SMB and/or enterprise platforms.
• A proven track record of developing talent, coaching for high performance, and driving a collaborative One Uber team culture.
• Ability to manage ambiguity and rapidly implement new commercial and operational frameworks in a scaling, fast-paced environment.
• Outstanding commercial acumen disciplined, data-driven approach to sales strategy that explicitly connects commercial activities to business impact (e.g., FOC, COP).
• High standards and a bias toward action. You can find the context and information you need through relationships across the organization, you push for clarity and delivery, and you hold a high bar from your contributions and those of the people you work with.
• Strong belief in the hypothesis that "the closer to the customer a decision is made, the more likely it is to lead to long-term value creation."

For Chicago, IL-based roles: The base salary range for this role is USD$176,000 per year - USD$196,000 per year. 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: Uber's Benefits.

Uber is proud to be an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you have a disability or special need that requires accommodation, please let us know by completing this form.