About the Role
As the Head of Sales Strategy & Planning for Uber's Grocery & Retail business, you will be responsible for defining and executing sales strategy, GTM execution, forecasting, market segmentation, and commercial planning to drive efficiency and revenue growth. You will work closely with Geo Heads, finance, sales leadership, and cross-functional teams to develop scalable, data-backed strategies that optimize sales performance and accelerate business expansion.
We're looking for a strategic thinker with a bias for action, a data-driven problem solver, and an experienced leader who can build and scale a world-class sales planning function from the ground up. This role requires a strong builder mindset, combining strategic planning, analytical rigor, and operational execution to develop a high-performing team and world-class sales operations function.
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What You'll Do:
- Develop and execute Uber's Retail Sales Strategy across all major Geos to drive sustainable growth and efficiency.
- Own annual and long-term sales planning processes, including forecasting, quota allocation, and revenue modeling.
- Define and optimize sales coverage models, segmentation, and book-of-business strategies to improve productivity and market penetration.
- Design and refine GTM strategies, ensuring alignment between sales execution, revenue goals, and Uber's overall business objectives.
- Develop pricing, packaging, and commercial strategies in collaboration with finance and operations.
- Own strategic projects and initiatives that drive sales performance, operational excellence, and revenue acceleration.
- Deliver executive-level reports and insights to influence decision-making and business planning.
- Collaborate cross-functionally with sales, marketing, finance, product, and operations teams to align on strategic objectives.
Basic Qualifications
- 7+ years of experience in Sales Strategy, Sales Planning, or GTM Strategy in a high-growth B2B, marketplace, or e-commerce environment.
- Expertise in sales forecasting, quota modeling, segmentation, and GTM planning.
- Strong analytical and problem-solving skills, with experience in SQL, Tableau, Looker, or Power BI.
Preferred Qualifications
- 10+ years of experience in Sales Strategy, Planning, or GTM Operations, with experience building teams from scratch.
- Deep understanding of sales processes, revenue levers, and sales performance metrics.
- Experience working with finance and operations on pricing models, incentive design, and business planning.
- Excellent stakeholder management, executive communication, and presentation skills.
- Ability to thrive in a fast-paced, ambiguous environment, with a bias for action and execution.
- Experience in multi-geo/global sales strategy roles, with a focus on Retail, E-commerce, or Marketplace Sales Models.
- MBA or advanced degree in business, economics, or a related field.
- Proven ability to influence senior leadership and drive cross-functional alignment.
- Experience in commercial planning, sales efficiency modeling, and operational scaling.
For San Francisco, CA-based roles: The base salary range for this role is USD$186,000 per year - USD$207,000 per year.
For Sunnyvale, CA-based roles: The base salary range for this role is USD$186,000 per year - USD$207,000 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.
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.
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.