Sr. Manager, Prospecting & Acquisition Center of Excellence (CoE) Lead

The Prospecting & Acquisition CoE Lead is responsible for setting the vision and execution strategy to deliver world-class sales acquisition motions across Uber’s Delivery business. This individual will define what "best-in-class" looks like for new customer acquisition and work cross-functionally with Sales, Marketing, Customer Success, Strategy, Insights, Enablement, and Tools teams to operationalize that vision globally.

As a leader, you will drive alignment across teams and functions, distill feedback from field teams, and scale consistent, high-performing acquisition playbooks. You will also drive the business requirements needed to build the systems and tools to enable the vision at scale. You will balance strategic leadership with execution rigor, ensuring the CoE delivers measurable impact on pipeline growth, conversion, and customer experience.

---- What the Candidate Will Do ----

Strategy & Best Practices

• Partner with Global Sales Strategy to define and evolve Uber’s customer acquisition strategy across merchant segments.
• Develop scalable playbooks and frameworks across acquisition motions including inbound, outbound, product-led, and partner-driven.

Process Optimization & Standardization

• Define and continuously improve the global lead-to-revenue process.
• Establish KPIs and benchmark metrics across segments such as SMB and Enterprise.
• Identify and remove bottlenecks to improve conversion across the acquisition funnel.

Data & Insights

• Collaborate with Global Insights & Analytics to centralize acquisition data and build actionable dashboards.
• Utilize predictive analytics and AI for smarter lead scoring, prioritization, and outreach personalization.
• Drive win/loss analysis and surface sales cycle insights to refine GTM strategies.

Enablement & Training

• Partner with DCO Enablement to equip field and cross-functional teams with training and resources related to prospecting and acquisition.
• Build and maintain a knowledge hub featuring acquisition case studies, personas, and competitive insights.

Tooling & Automation

• Work closely with the Digital Field Experience team to optimize acquisition tooling (e.g., CRM, sales engagement platforms).
• Ensure seamless tech stack integration across all acquisition-related workflows.

Experimentation & Innovation

• Pilot and scale new GTM tactics, pricing strategies, and acquisition channels.
• A/B test messaging, segmentation strategies, and cadences to boost engagement and pipeline creation.

Leadership Capabilities

• Defines the vision for acquisition excellence and aligns global stakeholders around that vision.
• Operates independently on high-complexity, cross-functional challenges with minimal oversight.
• Drives global impact and innovation through strategic thinking and operational discipline.
• Applies strong judgment to reconcile regional nuances with global consistency needs.

---- Basic Qualifications ----

• 8+ years in Sales Strategy, Operations, or Marketing roles with a focus on acquisition.
• 5+ years experience designing and operationalizing acquisition programs across a multi-segment, global business.
• 5+ years experience using CRM platforms (e.g., Salesforce), automation tools, and analytics platforms.
• 5+ years of project management, stakeholder influence, and change leadership skills.
• 5+ years leading an acquisition focused sales team
• Bachelors Degree

---- Preferred Qualifications ----

• Experience working in fast-paced, high-growth environments, ideally in marketplace or SaaS businesses.
• Familiarity with Uber's merchant landscape, sales motions, and GTM structure.
• MBA or equivalent in Business, Strategy, or a related field.

For New York, NY-based roles: The base salary range for this role is USD$186,000 per year - USD$207,000 per year.

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.