Territory Sales Lead

About the Role

The Territory Sales Lead is a critical leadership role responsible for accelerating Uber Eats' restaurant footprint across Mexico. You will own the commercial strategy for your territory, lead a high-performing sales team, and drive full-cycle acquisition of SMB and Mid-Market restaurants.

Your mandate is simple: build the right selection, execute with operational rigor, and grow high-quality supply that unlocks trips and long-term value.

What the Candidate Will Need / Bonus Points

---- What the Candidate Will Do ----

Territory Strategy & Market Execution

1. Develop a deep, hyperlocal understanding of the territory to craft and execute tailored sales strategies.
2. Own end-to-end acquisition for SMB and Mid-Market, including qualification, pricing, negotiation, and closing.
3. Build and execute a territory plan that grows pipeline, accelerates win rates, and improves funnel velocity.

1. Hire, coach, and lead a team of 5-7 sales AEs to consistently exceed monthly and quarterly goals.
2. Drive strong sales discipline through KPIs, pipeline hygiene, forecast accuracy, and weekly sales cadences.
3. Build a culture of performance, accountability, and continuous improvement.

1. Engage directly with high-priority prospects and strategic restaurant groups to unlock growth.
2. Ensure your team masters sales frameworks, leverages tools (e.g., Salesforce), and follows structured processes.
3. Allocate leads intelligently to maximize team output and seller productivity.

1. Own the balance between acquisition volume and early merchant performance, ensuring the team closes at scale while driving fast activation and early trip generation.
2. Set clear time-management expectations for sellers, defining how they balance prospecting, closing, and structured follow-up during the first 28-90 days post-signing.
3. Embed activation and onboarding discipline into the sales motion, ensuring newly signed merchants are set up correctly (menu, photos, device, expectations) to generate trips as early as possible.
4. Track and act on early performance signals (FT speed, early trips, engagement) to prevent underperformance and early churn without slowing acquisition.

1. Partner with Ops, Onboarding, and other teams to remove blockers and ensure seamless merchant activation.
2. Work with XFN teams to deliver market strategy, pricing, and selection priorities.
3. Regularly update pipeline and deal progression in Salesforce; contribute to WBRs, forecasts, and QBRs.

1. 4+ years in full-cycle B2B sales, including prospecting, pitching, negotiating, and closing.
2. Proven track record of hitting and exceeding quarterly and annual quotas.
3. Experience leading a sales team with clear performance management and coaching.
4. Strong command of territory planning, funnel management, and sales methodologies (e.g., MEDDIC, Challenger, SPIN).
5. Ability to manage complex negotiations and close high-impact deals.
6. Expert use of Salesforce to maintain a disciplined pipeline and accurate forecasts.

1. High ownership and bias for action.
2. Comfort operating in fast-paced, ambiguous environments.
3. Strong communication skills and ability to influence cross-functionally.
4. Entrepreneurial mindset with passion for building hyperlocal supply that drives marketplace growth.

1. Experience in marketplaces, food delivery, SaaS for SMBs, POS systems, or hospitality tech.
2. Familiarity with local restaurant ecosystems across Mexico.
3. Experience scaling sales teams or opening new territories.