Territory Lead, Midwest SMB Sales

About the role

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.

• 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%)

• 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.

• 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."