Federal Enterprise Account Executive

Uber; New York (NY); On-site; USD 212,000 - 235,000; Full time

Benefits offered by this job

Equity award

Benefits package

In-office collaboration culture

Job summary

Uber is seeking an Account Executive, Federal to lead Uber for Business federal practice across civilian and DoW accounts in the US. The role balances expansion with new logo acquisition and requires building scalable, repeatable GTM motions while partnering cross-functionally to advance complex opportunities from discovery through contracting and launch.

With a focus on forecasting, pipeline growth, and stakeholder management, you will own opportunities across multiple federal agencies and help

Qualifications

• 7+ years of quota-carrying enterprise sales experience.
• Strong background in US federal sales across multiple agencies.
• Experience with GSA programs, including BPA-based selling.
• Proven ability to manage expansion and new logo motion.
• Experience selling into complex, multi-stakeholder environments.

Responsibilities

• Own and grow a named book of federal business across civilian and DoW accounts
• Expand existing customer relationships while creating new agency opportunities
• Lead the federal practice with segment strategy, pipeline creation, and revenue growth
• Drive opportunities through the full sales cycle, including prospecting, discovery, business case development, procurement navigation, contracting, and launch readiness
• Build and manage relationships across finance, procurement, operations, program teams, and senior stakeholders
• Partner with BDR, proposal, legal, compliance, finance, product, and operations teams to move deals forward
• Use the GSA BPA to accelerate adoption and shorten sales cycles
• Help refine the federal GTM motion by identifying repeatable use cases, messaging, and target account strategies
• Balance short-term wins with longer-cycle strategic pursuits
• Own forecast discipline and segment-level commercial judgment

Skills

Enterprise sales

Federal sales

GSA BPA

Complex deals

Stakeholder mgmt

Job description

About the Role

Uber for Business is hiring a Account Executive, Federal to lead our federal practice across civilian and DoW accounts. This is a high-impact Enterprise sales role for someone who can both grow an existing business and help build the next phase of Uber for Business in the US federal market.

The federal market is not new to Uber for Business, and we are operating from a strong foundation. This role will build on that momentum by driving growth across our GSA BPA, expanding business with existing customers, and opening new opportunities with federal agencies. It is a true 50/50 role: part expansion, part new logo acquisition, with a mandate to own the segment and help scale the practice.

This person will also serve as the commercial lead for our DoW pursuits, partnering cross-functionally to advance complex opportunities from discovery through contracting, launch, and expansion.

What You Will Do

• Own and grow a named book of federal business across civilian and DoW accounts
• Expand existing customer relationships while creating new agency opportunities
• Lead the federal practice with a strong focus on segment strategy, pipeline creation, and revenue growth
• Drive opportunities through the full sales cycle, including prospecting, discovery, business case development, procurement navigation, contracting, and launch readiness
• Build and manage relationships across finance, procurement, operations, program teams, and senior stakeholders
• Partner with BDR, proposal, legal, compliance, finance, product, and operations teams to move deals forward
• Use the GSA BPA to accelerate adoption and shorten sales cycles
• Help refine the federal GTM motion by identifying repeatable use cases, messaging, and target account strategies
• Balance short-term wins with longer-cycle strategic pursuits
• Own forecast discipline and segment-level commercial judgment

What We Are Looking For

• 7+ years of quota-carrying enterprise sales experience
• Strong background in US federal sales, ideally across multiple agencies
• Experience with GSA programs, including BPA-based selling and contract vehicle navigation
• Familiarity with consumption-based products or services
• Proven ability to manage both expansion and new logo motion
• Demonstrated success selling into complex, multi-stakeholder environments
• Experience working across multiple federal agencies
• Comfort owning an entire segment and operating with broad accountability
• A strong existing network, especially within finance-adjacent government roles
• Experience in tech sales and in environments where the motion is still being built

Preferred Attributes

• Deep understanding of federal buying behavior and procurement processes
• Experience leading or supporting DoW pursuits
• Strong cross-functional leadership and communication skills
• Ability to operate with urgency in a still-maturing market
• Track record of turning early wins into repeatable growth

Why This Role

This is an opportunity to help shape Uber for Business's federal practice at an important inflection point. We are not starting from zero, but there is still significant room to build. The right person will bring enterprise rigor, federal fluency, and the ability to create durable growth across civilian and DoW business.

If you are excited by the chance to lead a segment, grow a market, and help define what success looks like, this role is built for you.

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.

For Chicago, IL-based roles: The total on-target earnings (OTE) range for this position is USD $190,000 - USD $211,667. The OTE includes a base salary range of USD $114,000 per year - USD $127,000 per year and an annualized cash variable incentive target of USD $76,000 - USD $84,667.

For New York City, NY-based roles: The total on-target earnings (OTE) range for this position is USD $211,667 - USD $235,000. The OTE includes a base salary range of USD $127,000 per year - USD $141,000 per year and an annualized cash variable incentive target of USD $84,667 - USD $94,000.

For Washington, DC-based roles: The total on-target earnings (OTE) range for this position is USD $211,667 - USD $235,000. The OTE includes a base salary range of USD $127,000 per year - USD $141,000 per year and an annualized cash variable incentive target of USD $84,667 - USD $94,000.

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.

You may be eligible for bonuses, equity, and other compensation, as well as a range of benefits. Explore our benefits. (https://jobs.uber.com/en/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.

Uber is proud to be an Equal Opportunity 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://forms.gle/aDWTk9k6xtMU25Y5A?uclick_id=d56eb634-bfb9-455e-a50d-901b3de0490c)

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