BDR Manager, Uber AI Solutions

This is a hybrid role and you must be located in, or willing to relocate to, New York, San Francisco, Sunnyvale or Seattle for the position.

About the Role

At Uber, we're reimagining how the world moves for the better. Uber AI Solutions powers this mission by delivering advanced capabilities in AI data solutions, data collection, localization, map editing, product testing, and more - now extending these strengths to enterprises worldwide to accelerate their own AI and automation journeys.

As the BDR Manager for Uber AI Solutions, you will be a foundational leader, directly responsible for building and scaling our Business Development Representative (BDR) function at a global level. Your primary mission will be to drive top-of-funnel pipeline generation and align outbound efforts with broader business goals.

You will lead and coach a team of highly-driven BDRs across multiple locations, empowering them to uncover high-value sales opportunities and execute our market strategy.

• Own the Demand Generation / Sales Development strategy and execution across target accounts and defined territories. Continuously analyze pipeline metrics (conversion rates, cycle time, MQL/SQL quality) to identify and execute levers for accelerated growth.
• Lead, inspire, and develop a high-performing sales team, helping them reach their full potential and coaching them for career readiness, including development into future Account Executive positions.
• Set clear, actionable goals and guide the team to achieve outstanding monthly, quarterly, and annual results, ensuring consistent, measurable revenue pipeline generation.
• Act as the critical liaison between Sales and Marketing. Define and enforce strict Service Level Agreements (SLAs) for lead response, MQL-to-SQL qualification, and pipeline hygiene.
• Collaborate directly with Marketing leadership to strategize, launch, and measure the effectiveness of targeted outbound campaigns, ensuring alignment with GTM initiatives.
• Manage and optimize the Sales Development technology stack (e.g., Salesforce, sales engagement platforms, intent data tools) to ensure maximum team efficiency and data accuracy.
• Drive the full-cycle recruiting and onboarding process for new BDRs, consistently hiring diverse, high-potential talent to meet team capacity and growth targets.
• Implement a rigorous and consistent coaching program focused on advanced sales skills, personalized call coaching, and email cadencing best practices.
• Collaborate with sales operations and enablement to improve processes and implement scalable best practices across the BDR team globally.
• Provide accurate, timely, and detailed weekly forecasting and pipeline analysis to senior leadership, clearly articulating performance drivers, risks, and mitigation strategies.

• Minimum of 6 years of experience in B2B SaaS, AI Data Solutions, Cloud Infrastructure, or Enterprise Technology Sales, including a proven, quantifiable track record of exceeding targets in a high-velocity sales environment.
• Minimum of 3 years of direct, hands-on management experience leading Sales Development (SDR/BDR) or Demand Generation teams within a high-growth technology company.
• Demonstrated success in defining, implementing, and optimizing sales processes (e.g., qualification criteria, cadence structures, lead management) that resulted in scalable pipeline growth.
• Expert proficiency with Salesforce CRM and a working knowledge of the Sales Development Tech Stack (e.g., Outreach, Gong, Intent Data tools). Proven ability to derive actionable insights from pipeline data.
• Exceptional cross-functional collaboration skills, specifically working with Marketing, Sales Operations, and Account Executive leadership to drive alignment on GTM strategy and SLAs.
• A proactive, coaching-centric leadership style with a passion for mentorship and developing early-career talent into future sales leaders.

• Global Leadership: Prior experience managing geographically dispersed teams across multiple time zones (e.g., APAC, EMEA, AMER), including demonstrated success in scaling global SDR processes and standardizing playbooks internationally. Fluency in multiple languages is a plus.
• Service & Solution Sales Background: Experience in demand generation or sales development for services or intangible solutions (e.g., consulting, professional services, BPO, managed services) in addition to, or instead of, pure software/SaaS sales.
• Enterprise AI/ML Domain Experience: Working knowledge or direct experience selling into high-growth verticals (e.g., Supply Chain, Financial Services, Retail) with an emphasis on AI, Machine Learning, or complex cloud infrastructure solutions.
• Methodology Expertise: Certification or deep experience with established sales methodologies (e.g., Challenger Sale, MEDDIC, SPIN) and implementing them effectively within a BDR coaching framework.
• MBA or Advanced Degree: An MBA or relevant advanced degree is a plus.