Sales Operations Lead, Bookbuilding and Territory Management, Uber for Business
Uber, Chicago, IL, United States
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
5+ years of experience
Advanced proficiency in SQL (query building and optimization) and hands‑on experience with BI tools (e.g., Tableau, Looker, PowerBI)
Bachelor's degree in Business, Analytics, Economics, Computer Science, or related field
Preferred Qualifications
Strong proficiency with Python (data manipulation, automation, analytics workflows)
Demonstrated program management experience - organized, detail‑oriented, and process‑driven
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
For Canada‑based roles: Uber may use artificial intelligence (AI) tools to support parts of our recruiting process; however, Uber employees make the ultimate selection and hiring decisions. This advertisement relates to a current, existing vacancy.
Salary and Benefits
Base salary ranges vary by location:
Canada: CAD$145,000–$161,000 per year
Chicago, IL: USD$146,000–$162,000 per year
New York, NY: USD$162,000–$180,000 per year
San Francisco, CA: USD$162,000–$180,000 per year
Eligible to participate in Uber's bonus program and may be offered an equity award and other types of compensation.
Full‑time employees are eligible to participate in a 401(k) plan.
Eligible for various benefits; more details at https://jobs.uber.com/en/benefits.
Uber is proud to be an Equal Opportunity/Affirmative Action 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- https://docs.google.com/forms/d/e/1FAIpQLSdb_Y9Bv8-lWDMbpidF2GKXsxzNh11wUUVS7fM1znOfEJsVeA/viewform.
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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
5+ years of experience
Advanced proficiency in SQL (query building and optimization) and hands‑on experience with BI tools (e.g., Tableau, Looker, PowerBI)
Bachelor's degree in Business, Analytics, Economics, Computer Science, or related field
Preferred Qualifications
Strong proficiency with Python (data manipulation, automation, analytics workflows)
Demonstrated program management experience - organized, detail‑oriented, and process‑driven
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
For Canada‑based roles: Uber may use artificial intelligence (AI) tools to support parts of our recruiting process; however, Uber employees make the ultimate selection and hiring decisions. This advertisement relates to a current, existing vacancy.
Salary and Benefits
Base salary ranges vary by location:
Canada: CAD$145,000–$161,000 per year
Chicago, IL: USD$146,000–$162,000 per year
New York, NY: USD$162,000–$180,000 per year
San Francisco, CA: USD$162,000–$180,000 per year
Eligible to participate in Uber's bonus program and may be offered an equity award and other types of compensation.
Full‑time employees are eligible to participate in a 401(k) plan.
Eligible for various benefits; more details at https://jobs.uber.com/en/benefits.
Uber is proud to be an Equal Opportunity/Affirmative Action 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- https://docs.google.com/forms/d/e/1FAIpQLSdb_Y9Bv8-lWDMbpidF2GKXsxzNh11wUUVS7fM1znOfEJsVeA/viewform.
#J-18808-Ljbffr