Lead Account Executive, Public Sector

_**This is a hybrid role and you must be located in, or willing to relocate to Washington, DC.**_ **About the Role** Uber AI Solutions is reimagining how the world moves by solving the hardest problems in autonomy, localization, and automation. Having built one of the world's most sophisticated AI-driven platforms, we are now extending our core capabilities—data labeling, map editing, and AI model validation—to the Public Sector. We help agencies accelerate their own automation journeys by providing the human-verified data and rigorous testing environments required to deploy AI with confidence and precision. As a **Lead Account Executive, Public Sector**, you will be responsible for expanding Uber AI Solutions’ footprint across the Federal Civilian and Defense landscape. This is a role for a strategic "builder" who can help define the internal  organizational strategy and develop new relationships across Agencies. You will own the entire lifecycle, from navigating budget cycles with agency directors to the final execution of large-scale contracts. ### **What You’ll Do** - **Market Expansion:** Develop and execute a go-to-market strategy for Federal agencies, identifying opportunities where our technology can solve complex public sector challenges. - **Agency Partnership:** Serve as a "Trusted Advisor" to agency stakeholders, helping them bridge the gap between their current legacy systems and modern, scalable technology solutions. - **Strategic Pipeline Management:** Manage a multi-million dollar pipeline with high precision. You will be expected to forecast accurately by understanding agency fiscal years and funding availability. - **Proposal & Contract Leadership:** Lead the response for RFIs, RFPs, and RFQs, working closely with Legal and Finance teams to ensure all submissions are compliant, competitive, and technically sound. - **Customer Success & Adoption:** You will collaborate with Product and Technical teams to oversee "Proof of Concept" (PoC) phases to ensure technical validation and secure long-term agency buy-in. **Basic Qualifications** - Bachelor’s degree or equivalent professional experience. - 8+ years of experience in B2B technology sales, with a focus on SaaS, Cloud Infrastructure, or AI/ML services with long-term sales cycles (6–18 months) and multi-stakeholder buy-in. - Experience in Consultative Selling or Value Engineering, with the ability to draft complex Statements of Work (SOWs) and business cases that align technical capabilities (like data labeling or HITL) with specific customer outcomes. **Preferred Qualifications** - **Federal Acquisition Mastery:** 5+ years of Federal experience with a deep understanding of the PPBE process and the "Color of Money" (O&M, Procurement, RDT&E); ability to guide customers on aligning their funding cycles with procurement timelines. - **Relationship Capital:** Demonstrated success in leveraging an existing network of agency leaders (GS-15/SES level) and Systems Integrator (SI) partners to accelerate market entry. - **Contracting Acumen:** Expert knowledge of FAR/DFARS and various contract vehicles (GSA, SEWP, NASA, OTA) to ensure seamless deal execution. - **Technical Translation:** Ability to convert technical requirements into a "Mission-First" narrative, including the management of Pilots and PoCs to prove value before a full-scale award. - **Customer-to-Product Loop:** Proven ability to act as a "Voice of the Customer," synthesizing feedback on product features, data quality, and pricing models to influence internal Product and Engineering roadmaps. - **Market Development:** Demonstrated success in greenfield expansion and launching new products or penetrating untapped market segments where no established blueprint exists. For Washington, DC-based roles: The base salary range for this role is USD$196,000 per year - USD$218,000 per year. You will be eligible to participate in Uber's bonus program, and may be offered an equity award & other types of comp. You will also be eligible for various benefits. More details can be found at the following link [https://www.uber.com/careers/benefits](https://www.uber.com/careers/benefits). Uber's mission is to reimagine the way the world moves for the better. Here, bold ideas create real-world impact, challenges drive growth, and speed fuels progress. What moves us, moves the world - let's move it forward, together. 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](https://forms.gle/aDWTk9k6xtMU25Y5A). 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.