Job DescriptionAbout the RoleUber Advertising connects brands and merchants with millions of consumers across Uber's global Rides and Eats ecosystems. Through high-impact in-app ad formats, sponsored listings, vehicle media, and programmatic advertising solutions, we help advertisers drive brand awareness, engagement, and conversion at key moments of intent.
As the
Manager, Business Development Representatives, you will be responsible for leading, coaching, and scaling a high-performing team of Business Development Representatives (BDRs) who drive pipeline growth across global brand, agency, and merchant accounts. In this high-impact leadership role, you will define outbound sales strategies, optimize modern sales workflows, and partner closely with Ads Client Partners, Heads of Industry, and Marketing leadership to ensure seamless pipeline generation.
You will foster a culture of high performance, continuous learning, and accountability, acting as both a tactical coach and a strategic leader. Your primary goal will be to enable your team to uncover high-quality opportunities, engage senior marketing decision-makers, and build a strong talent pipeline for future Client Partners and sales leaders within Uber Advertising.
This is a hybrid role, with in-person collaboration in our offices on Tuesdays, Wednesdays, and Thursdays. Employees are welcome to work from the office on additional days.
What You'll Do- Team Leadership & Talent Development: Lead, mentor, and develop a team of BDRs; provide daily coaching on outbound prospecting, consultative messaging, account mapping, and qualifying brand and agency accounts.
- Pipeline Strategy & Execution: Establish and execute strategic outbound prospecting models to drive continuous pipeline growth across high-potential target verticals, media agencies, and merchant partners.
- Cross-Functional Collaboration: Partner directly with Ads Client Partners, Ads Team Leads, Heads of Industry, and Marketing teams to align on target account lists, refine messaging, and ensure effective handoffs of Sales Qualified Leads (SQLs).
- Performance & Quota Management: Track, analyze, and manage key performance indicators (KPIs) for the BDR team, including activity metrics, conversion rates, pipeline generation, and revenue impact.
- Process & Tech Optimization: Standardize best practices and drive the adoption of modern sales technology, CRM tools (Salesforce), and AI-driven automation to improve outreach quality, personalization, and efficiency.
- Career Pathway Management: Build a clear career development blueprint for BDRs, preparing high-performing team members to successfully transition into Client Partner and sales leadership roles within Uber Advertising.
- Market & Competitive Intelligence: Leverage team-level insights, market trends, and advertiser feedback to refine messaging strategies, overcome objections, and optimize targeting.
Basic Qualifications- Experience: 3+ years of experience in sales, business development, or account management, with at least 1+ years of direct people management or team lead/mentorship experience in a sales organization.
- Industry Knowledge: Proven track record of success in digital media sales, digital advertising, ad tech, retail media networks (RMN), or agency environments.
- Data & Metrics Orientation: Ability to analyze sales funnel data, pipeline metrics, and conversion rates to drive performance improvements and forecast results accurately.
- Communication & Coaching: Strong executive presence with exceptional written, verbal, and interpersonal coaching skills to develop early-in-career sales talent.
Preferred Qualifications- Proven Leadership: Experience building and leading a successful BDR/SDR team focused on outbound prospecting into senior marketing stakeholders (CMOs, Heads of Media, Agency Executives).
- Tech Stack Expertise: Advanced proficiency in Salesforce, LinkedIn Sales Navigator, ZoomInfo, Apollo, and modern AI/automation sales tools.
- Agency & Brand Familiarity: Deep understanding of complex buying committees, brand marketing budgets, and media agency organizational structures.
- Strategic Agility: Ability to thrive in a fast-paced, matrixed, and rapidly evolving environment while driving both individual and team accountability.
ResponsibilitiesFor New York City, NY-based roles: The total on-target earnings (OTE) range for this position is USD $148,571 - USD $165,714. The OTE includes a base salary range of USD $104,000 per year - USD $116,000 per year and an annualized cash variable incentive target of USD $44,571 - USD $49,714.
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.
