Territory Lead, Midwest SMB Sales

About This Role

The Territory Lead for Midwest SMB Sales will drive commercial growth for Uber Eats merchant partners by leading a high-performing Account Management team. This role involves translating global commercial strategy into regional execution, driving retention and expansion across the Midwest territory. The ideal candidate will turn market ambiguity into actionable sales strategies and build structure within complex environments.

Responsibilities

• Lead and coach a distributed team of Account Managers and Managers of Account Managers, setting performance standards to execute complex sales strategies for retention and growth.
• Develop and implement the commercial strategy for the Midwest, aligning sales plans with regional business objectives to exceed SMB and strategic merchant expansion targets.
• Own the commercial performance across all market sides (merchant, courier, eater) in partnership with the Operations team, leveraging data and operational rigor to drive predictable revenue expansion.
• Drive cross-functional Stakeholder Engagement & Alignment with Product, Operations, and Customer Success to unblock deals and ensure the merchant experience informs the roadmap and Go-to-Market strategy.
• Serve as a player-coach on high-stakes, executive-level account engagement, modeling value-based selling and the perseverance and creativity needed to navigate ambiguous or challenged accounts.

Requirements

• 8+ years of experience in B2B Account Management or Expansion Sales
• Previous leadership experience
• Experience leading a client-facing, quota-carrying team
• Bachelor's degree in Business, Finance, or a related technical field, or equivalent professional experience

Qualifications

• A Bachelor's degree in Business, Finance, or a related technical field, or equivalent professional experience.
• 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.

Nice to Have

• 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.
• High standards and a bias toward action.
• 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.'

Benefits