Sales Operations Lead, Bookbuilding and Territory Management

## **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** - 6+ years of experience in Sales Operations/Sales Strategy - Advanced proficiency in SQL (query building and optimization) and hands-on experience with BI tools (e.g., Tableau, Looker, PowerBI). - Strong proficiency with Python (data manipulation, automation, analytics workflows). - Demonstrated program management experience — organized, detail-oriented, and process-driven. - Bachelor’s degree in Business, Analytics, Economics, Computer Science, or related field. ## **Preferred Qualifications** - 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 environment. For New York, NY-based roles: The base salary range for this role is USD$155,000 per year - USD$172,000 per year. For San Francisco, CA-based roles: The base salary range for this role is USD$155,000 per year - USD$172,000 per year. For all US locations, 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.