Account Executive, U4B Enterprise (Sales Plan)

About the Role

 

As the Canada Public Sector Account Executive for Uber for Business, you will build and scale Uber’s government motion across federal, crown corporation, territorial, and local government accounts in Canada.

 

This is a 0 to 1 builder role. You will be responsible not only for closing business, but for helping define the market: identifying the highest-potential use cases, shaping the narrative, navigating procurement pathways, and building a repeatable go-to-market motion for a new and still-maturing segment.

You will sell Uber for Business solutions that help public sector organizations improve mobility, access, and operational efficiency for employees and constituents. Relevant use cases may include employee travel, field operations, social services support, workforce programs, emergency response, and other non-medical transportation needs. 

 

Because this is the first Canadian government hire for Uber for Business, we are looking for someone who can both win immediate business and build long-term infrastructure. You should be comfortable working small and medium deals to generate early momentum, while also laying the foundation for larger strategic wins over time.

 

This role requires strong fluency in Canadian public sector procurement, contracting, and buying dynamics, including experience working with co-operative purchasing vehicles, resellers, and channel partners where they can accelerate adoption. It also requires comfort operating in ambiguity, where playbooks are still being created and success depends on rigorous qualification, creative problem-solving, and disciplined execution.

 

You will partner cross-functionally with BDR, proposal, legal, compliance, finance, product, and operations teams to move opportunities from discovery through contracting, launch, and expansion.

Travel is expected and will be concentrated around priority pursuits, executive meetings, onsite workshops, and implementation planning.

 

Responsibilities

 

• Own the full public sector sales cycle across Canada: territory planning, prospecting, discovery, solution design, business case development, procurement navigation, contracting, and launch readiness.
• Build the Canadian public sector market from the ground up by identifying the highest-value segments, use cases, and contracting paths.
• Segment and prioritize a national Canadian book of business spanning federal, crown corporation, territorial, and local government accounts.
• Create a repeatable outbound motion with your BDR: targeting, sequencing, multi-threading, qualification, and progression from meetings to qualified pipeline.
• Navigate Canadian procurement pathways, including RFPs, RFIs, direct awards, competitive processes, and co-operative purchasing structures.
• Identify co-op and/or channel/reseller motion opportunities.
• Balance immediate revenue opportunities with longer-cycle strategic pursuits to create both near-term wins and durable pipeline.
• Close meaningful deals at multiple sizes, from early small wins that establish proof points to larger multi-year opportunities that can scale across departments or regions.
• Build the market with focus: qualify aggressively, exit misaligned deals early, and avoid spending time on opportunities that cannot launch cleanly.
• Work effectively in an emerging GTM environment by testing messaging, refining use cases, capturing learnings, and helping create repeatable internal playbooks.
• Manage complex stakeholder groups across public sector accounts, including procurement, finance, operations, legal, IT, executive leadership, and implementation stakeholders.

 

Basic Qualifications

 

• 7+ years of quota-carrying B2G sales experience with consistent performance.
• Meaningful experience selling into Canadian public sector, regulated, or similarly complex institutional accounts.
• Proven ability to navigate procurement, contracting, and multi-stakeholder buying processes.
• Experience working with channel partners, resellers, or co-op contracts to shorten sales cycles or expand reach.
• Experience operating in a builder environment where the motion is not fully established and you are expected to create structure, messaging, and process.
• Track record of closing meaningful deals and building pipeline discipline across both near-term and long-cycle opportunities.
• Demonstrated ability to work both strategic and tactical opportunities — capable of winning immediate business while building toward larger expansion.
• Experience working with co-operative purchasing vehicles, resellers, or channel partners to accelerate adoption.
• Strong prioritization and forecasting discipline; able to manage ambiguity without losing commercial focus.
• Clear, structured communication with senior stakeholders and strong cross-functional leadership.

 

Preferred Qualifications

 

• Experience with public sector mobility, employee travel, field operations, voucher-based programs, or other access-to-service use cases.
• Familiarity with Canadian procurement structures and public sector buying patterns.
• Proposal discipline and comfort coordinating formal responses in partnership with internal support.
• Experience building the first version of a market motion, including messaging, internal enablement, and repeatable sales assets.
• Comfort selling in a new or underdeveloped product category where customer education is part of the role.

 

Success in the first 6 months looks like:

 

• Building a credible pipeline across priority Canadian public sector segments.
• Creating early wins, even if some are smaller, to establish proof points and momentum.
• Developing a clear view of which use cases are most repeatable and which should be deprioritized.
• Advancing one or more strong co-op or reseller-led opportunities where appropriate.
• Establishing a repeatable sales motion that the broader team can learn from and scale.
• Demonstrating strong forecast discipline and commercial judgment.
• Showing that Uber can win in Canada not just through one-off deals, but through a durable and compliant public sector motion.

 

Why This Role

 

This role is for someone who wants to build, not just sell.

 

You will help define how Uber for Business enters and scales in this market. The mandate is to create a repeatable motion across federal, crown corporation, territorial, and local government accounts — with an eye toward both immediate revenue and long-term category creation.

 

This is an opportunity for someone who combines public sector sales rigor with a builder mindset: someone who can create structure in ambiguity, win early business, and turn those wins into a scalable Canadian growth engine.

 

 

For Canada-based roles: The total on-target earnings (OTE) range for this position is CAD $165,000 - CAD $183,333. The OTE includes a base salary range of CAD $99,000 per year - CAD $110,000 per year and an annualized cash variable incentive target of CAD $66,000 - CAD $73,333.

You may be offered an equity award & other types of comp. You will also be eligible for various benefits.