Territory Lead, Midwest SMB Sales

About the Role

The Territory Lead role focuses on accelerating the commercial growth of our Uber Eats merchant partners by establishing a high‑performing Account Management function. You'll translate our global commercial strategy into precise regional execution, driving retention and expansion across our Midwest territory. Success here demands turning market ambiguity into an actionable sales strategy and creating structure where complexity exists.

You will own the team's pipeline, forecast accuracy, and the holistic development of your Managers of Account Managers and their reports. The high stakes of a real‑time marketplace demand clarity, grit, and a hands‑on leadership approach. Your impact will be tangible, shaping how millions of merchants rely on our platform and accelerating your own growth alongside the business.

• 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 our 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 & creativity needed to navigate ambiguous or challenged accounts.

• 35 % – Team leadership, coaching, and talent development
• 30 % – Commercial planning, pipeline management, and expansion activation
• 20 % – Strategic planning and operational excellence
• 15 % – Cross‑functional stakeholder management and executive engagement

• 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
• A bachelor's degree in business, finance, or a related technical field, or equivalent professional experience

• 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. You can find the context and information you need through relationships across the organization, you push for clarity and delivery, and you hold a high bar from your contributions and those of the people you work with
• 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.”

For Chicago, IL‑based roles: the base salary range is USD $183,000 per year – USD $203,000 per year. You will be eligible to participate in Uber’s bonus program and may be offered an equity award and other types of compensation. All full‑time employees are eligible to participate in a 401(k) plan and will also be eligible for various benefits. More details can be found at