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
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
- 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.
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Uber is proud to be an Equal Opportunity 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.
Offices continue to be central to collaboration and Uber's cultural identity. Unless formally approved to work fully remotely, Uber expects employees to spend at least half of their work time in their assigned office. For certain roles, such as those based at green-light hubs, employees are expected to be in-office for 100% of their time. Please speak with your recruiter to better understand in-office expectations for this role.
Perks and Benefits
Health and Wellness
- Health Insurance
- Health Reimbursement Account
- Dental Insurance
- Vision Insurance
- Life Insurance
- FSA With Employer Contribution
- Fitness Subsidies
- On-Site Gym
- Mental Health Benefits
Parental Benefits
- Fertility Benefits
Work Flexibility
- Flexible Work Hours
- Remote Work Opportunities
- Hybrid Work Opportunities
Office Life and Perks
- Casual Dress
- Pet-friendly Office
- Snacks
- Some Meals Provided
- On-Site Cafeteria
Vacation and Time Off
- Paid Vacation
- Unlimited Paid Time Off
- Paid Holidays
- Personal/Sick Days
- Sabbatical
- Volunteer Time Off
Financial and Retirement
- 401(K)
- Company Equity
- Performance Bonus
Professional Development
- Work Visa Sponsorship
- Associate or Rotational Training Program
- Promote From Within
- Mentor Program
- Access to Online Courses
Diversity and Inclusion
- Employee Resource Groups (ERG)
- Diversity, Equity, and Inclusion Program