Sales Manager II, Eats SMB (Sales Plan)

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About the role and team

Sales at Uber means navigating ambiguity, earning trust fast, and solving problems that don't come with a script. As the Sales Manager for Eats SMB, you will lead a high-performing team of Account Representatives and Executives focused on the high-velocity acquisition of restaurant partners. This isn't just about overseeing outreach; it's about setting geo-level commercial strategies and building a culture where raw potential is transformed into top-tier sales professionals.

The pace here is intense, and the market dynamics are constantly shifting. You will need to be resilient and resourceful, balancing the need for aggressive "Net New" acquisition with the messiness of navigating internal complexity and cross-functional tension. If you are energized by the challenge of hitting ambitious targets with limited resources and want to lead with both clarity and heart, this is where you'll make your mark.

What you'll do

Build and grow long-term partnerships by leading a team of sellers to understand what matters most to our customers in the SMB sector.

Navigate ambiguity and shifting priorities to own the "Net New" acquisition number, defining how we attack the market and optimize the sales cycle from cold outreach to close.

Manage pipelines with urgency and discipline, identifying potential risks to sales targets and making hard calls to maintain a high performance bar for the team.

Collaborate across operations, marketing, and account management to ensure seamless handovers and align sales efforts with city-specific market strategies.

Communicate clearly and negotiate confidently to assist Account Executives in closing high-value deals and overcoming difficult client objections.

Grow fast by coaching underperforming team members and building robust career pathways for early-in-career talent to raise the bar for the entire organization.

Basic Qualifications

4+ years of B2B sales experience in high-volume environments (lead generation, outbound prospecting).

2+ years of experience leading sales teams or equivalent internal leadership experience.

Bachelor's degree or equivalent professional work experience.

Proficiency in data tools such as CRM (Salesforce), Excel, or Google Sheets to drive decision-making.

Preferred Qualifications

Extensive track record of coaching team members to beat targets and building high-performing sales cultures.

Deep understanding of the restaurant technology, food delivery, or two-sided marketplace industry.

Systems thinking approach with the ability to work well in high-ambiguity and high-growth environments.

Advanced experience in stakeholder management and influencing cross-functional partners without direct authority.

Experience managing or partnering with outsourced sales vendors (BPOs) to drive distributed performance.

For Miami, FL-based roles: The total on-target earnings (OTE) range for this position is USD $185,714 - USD $205,714. The OTE includes a base salary range of USD $130,000 per year - USD $144,000 per year and an annualized cash variable incentive target of USD $55,714 - USD $61,714.

The cash variable incentive target is based on individual sales performance and its payment is based on the terms of the Sales Incentive Plan.

An equity award and other forms of compensation may be included in the offer. You will also be eligible for various benefits.

Ready to Ride?

This isn't the kind of place where you follow a playbook - it's where you help write one. If you're driven by impact, energized by challenge, and ready to shape how the world moves - we'd love to hear from you.

You may be eligible for bonuses, equity, and other compensation, as well as a range of benefits. Explore our benefits.

Offices remain key to collaboration and Uber's culture. Unless approved for full remote work, employees must spend at least 50% of their time in-office. Some roles, like those at greenlight hubs, require full-time in-office presence. Ask your Recruiter for details about this role's requirements.