Uber · 1 day ago
Lead Account Executive, Public Sector
Washington, DC
Full-time
Hybrid
Senior Level, Lead/Staff
$196K/yr - $218K/yr
8+ years expUber is reimagining how the world moves with its AI Solutions, focusing on the public sector. The Lead Account Executive will expand Uber AI Solutions' footprint across Federal Civilian and Defense agencies, managing the entire lifecycle of relationships and contracts.
LogisticsMobile AppsRide SharingSoftwareTransportation
Responsibilities
Market Expansion: Develop and execute a go-to-market strategy for Federal agencies, identifying opportunities where our technology can solve complex public sector challenges
Agency Partnership: Serve as a "Trusted Advisor" to agency stakeholders, helping them bridge the gap between their current legacy systems and modern, scalable technology solutions
Strategic Pipeline Management: Manage a multi-million dollar pipeline with high precision. You will be expected to forecast accurately by understanding agency fiscal years and funding availability
Proposal & Contract Leadership: Lead the response for RFIs, RFPs, and RFQs, working closely with Legal and Finance teams to ensure all submissions are compliant, competitive, and technically sound
Customer Success & Adoption: You will collaborate with Product and Technical teams to oversee "Proof of Concept" (PoC) phases to ensure technical validation and secure long-term agency buy-in
Qualification
Required
Bachelor's degree or equivalent professional experience
8+ years of experience in B2B technology sales, with a focus on SaaS, Cloud Infrastructure, or AI/ML services with long-term sales cycles (6-18 months) and multi-stakeholder buy-in
Experience in Consultative Selling or Value Engineering, with the ability to draft complex Statements of Work (SOWs) and business cases that align technical capabilities (like data labeling or HITL) with specific customer outcomes
Preferred
Federal Acquisition Mastery: 5+ years of Federal experience with a deep understanding of the PPBE process and the 'Color of Money' (O&M, Procurement, RDT&E); ability to guide customers on aligning their funding cycles with procurement timelines
Relationship Capital: Demonstrated success in leveraging an existing network of agency leaders (GS-15/SES level) and Systems Integrator (SI) partners to accelerate market entry
Contracting Acumen: Expert knowledge of FAR/DFARS and various contract vehicles (GSA, SEWP, NASA, OTA) to ensure seamless deal execution
Technical Translation: Ability to convert technical requirements into a 'Mission-First' narrative, including the management of Pilots and PoCs to prove value before a full-scale award
Customer-to-Product Loop: Proven ability to act as a 'Voice of the Customer,' synthesizing feedback on product features, data quality, and pricing models to influence internal Product and Engineering roadmaps
Market Development: Demonstrated success in greenfield expansion and launching new products or penetrating untapped market segments where no established blueprint exists
Benefits
You will be eligible to participate in Uber's bonus program
May be offered an equity award & other types of comp
You will also be eligible for various benefits
Company
Uber
Uber develops, markets, and operates a ride-sharing mobile application that allows consumers to submit a trip request.
10001+ employees
H1B Sponsorship
Uber has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (830)
2024 (796)
2023 (684)
2022 (954)
2021 (750)
2020 (638)
Funding
Current Stage
Public CompanyTotal Funding
$35.56BKey Investors
William AckmanPayPalToyota Motor
2025-09-08Post Ipo Debt· $2.25B
2025-05-13Post Ipo Debt· $1B
2025-01-01Post Ipo Equity· $2.3B
Leadership Team
Dara Khosrowshahi
CEO
Prashanth Mahendra -Rajah
Chief Financial Officer
Recent News
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