Senior Account Executive, State & Local Government, Uber for Business

Uber • Chicago, IL • 2h ago

The Public Sector team at Uber for Business is responsible for growing strategic partnerships across federal, state, and local government, helping agencies modernize transportation and access through scalable business solutions. This role is a chance to be a builder in a newer, high-priority segment-owning revenue, developing repeatable sales motions, and helping define how State & Local Government growth scales nationally.

Our team collaborates in-person out of our incredible offices on Tuesdays, Wednesdays, and Thursdays. We encourage our employees to work from our office on additional days if they desire to do so.

What You'll Do:

Own the full SLG sales cycle: territory planning, prospecting, discovery, solution design, ROI/business case development, procurement navigation, contracting, and launch readiness.

Build and manage a disciplined national book of business: segment accounts, prioritize pursuits, maintain strong pipeline hygiene, and deliver accurate forecasting.

Lead a repeatable outbound motion with your BDR: targeting, sequencing, multi-threading, qualification, and progression from meetings to qualified pipeline.

Navigate SLG procurement pathways, including RFPs, RFIs, competitive evaluations, and contracting cycles, while coordinating compliant, compelling responses with proposal support.

Leverage co-ops as a primary go-to-market motion:

Select the right contracting vehicle, including co-op versus direct procurement, based on agency or authority requirements.

Drive co-op pull-through through stakeholder education, contract awareness, and repeatable adoption strategies.

Close meaningful deals with strong commercial discipline:

Consistently pursue and close $100k+ opportunities.

Demonstrate experience leading and closing $1M+ TCV, or similarly complex multi-entity awards.

Balance near-term wins with long-cycle pursuits to deliver quarterly outcomes while building a durable pipeline.

Land and expand through large-scale agreements: win and scale adoption through statewide, citywide, countywide, authority-wide, and airport-related awards across departments, terminals, and programs.

Build the market with focus: uncover new use cases, quantify impact, and apply a qualification framework to exit misaligned opportunities early.

Operate effectively in emerging or less mature GTM environments by testing messaging, refining value propositions, and helping build repeatable playbooks for new solutions and segments.

Manage complex stakeholder groups across public sector and airport accounts, including procurement, finance, operations, transportation, legal, IT, security, executive leadership, and airport authority stakeholders where applicable.

5+ years of quota-carrying sales experience with consistent performance, including meaningful experience selling to State & Local Government customers.

Demonstrated ability to navigate SLG procurement, contracting, and multi-stakeholder decision processes.

Proven experience selling via cooperative purchasing organizations/cooperative contracts and building co-op-based strategy.

Experience in new product or new market go-to-market environments, including shaping messaging and building repeatable sales motions.

Track record of closing $100k+ deals; experience leading and closing $1M+ TCV or similarly complex awards.

Experience with statewide, citywide, countywide, authority-wide, or other large public sector contracts or awards.

Strong pipeline and prioritization discipline; ability to manage near-term execution and long-cycle deals in parallel.

Clear, structured communication with senior stakeholders and strong cross-functional leadership.

Experience selling into airports, airport authorities, or adjacent airport ecosystem organizations.

Experience with U4B-adjacent use cases such as employee travel, field operations mobility, voucher-based programs, victim/witness transportation, social services, or traveler access solutions.

Proposal and RFP discipline, with comfort coordinating compliant responses in partnership with proposal support.

Experience selling hardware-enabled, operationally complex, or cross-functional solutions that require coordination beyond a standard software deployment.

For Chicago, IL-based roles: The base salary range for this role is USD$104,000 per year - USD$116,000 per year. For Miami, FL-based roles: The base salary range for this role is USD$104,000 per year - USD$116,000 per year. For New York, NY-based roles: The base salary range for this role is USD$116,000 per year - USD$129,000 per year. For San Francisco, CA-based roles: The base salary range for this role is USD$116,000 per year - USD$129,000 per year. For Washington, DC-based roles: The base salary range for this role is USD$116,000 per year - USD$129,000 per year. For all US locations, you will be eligible to participate in Uber's bonus program, and may be offered sales bonuses & other @types of comp. All full-time employees are eligible to participate in a 401(k) plan. You will also be eligible for various benefits. More details can be found at the following link https://jobs.uber.com/en/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- https://docs.google.com/forms/d/e/1FAIpQLSdb_Y9Bv8-lWDMbpidF2GKXsxzNh11wUUVS7fM1znOfEJsVeA/viewform

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