Uber
Sales Operations Lead, Bookbuilding and Territory Management
Uber, San Francisco, California, United States, 94199
Sales Operations Lead, Bookbuilding and Territory Management
About The Role: We are seeking a highly analytical and strategically minded Sales Operations Lead to own bookbuilding and territory management for Uber for Business. This is a critical Sales Ops role within our global team, responsible for designing and operationalizing the process that balances books across ~250 sellers worldwide. 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
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 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. 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. 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. 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
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.
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About The Role: We are seeking a highly analytical and strategically minded Sales Operations Lead to own bookbuilding and territory management for Uber for Business. This is a critical Sales Ops role within our global team, responsible for designing and operationalizing the process that balances books across ~250 sellers worldwide. 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
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 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. 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. 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. 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
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.
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