External
On-site
Agency
themuse
About this role
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 accountsExpand existing customer relationships while creating new agency opportunitiesLead the federal practice with a strong focus on segment strategy, pipeline creation, and revenue growthDrive opportunities through the full sales cycle, including prospecting, discovery, business case development, procurement navigation, contracting, and launch readinessBuild and manage relationships across finance, procurement, operations, program teams, and senior stakeholdersPartner with BDR, proposal, legal, compliance, finance, product, and operations teams to move deals forwardUse the GSA BPA to accelerate adoption and shorten sales cyclesHelp refine the federal GTM motion by identifying repeatable use cases, messaging, and target account strategiesBalance short-term wins with longer-cycle strategic pursuitsOwn forecast discipline and segment-level commercial judgment
What We Are Looking For: 7+ years of quota-carrying enterprise sales experienceStrong background in US federal sales, ideally across multip
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Named Accounts
Pre-assigned list of target companies
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
Role Signals
Green Flags
Ownership stake offered
Agency — Interview Intel
Typical Sales Cycle
14–45 days (project-based) · 30–90 days (retainer)
Common Buyer Objections
- "We tried an agency before and it didn't work"
- "Can we start with a smaller engagement?"
- "How do you measure success / ROI?"
- "We have an internal team for this"
Key Industry Metrics
Hot Topics to Reference
- • AI threatening traditional agency services
- • Productized service models
- • Niche vs full-service positioning
- • Performance-based pricing demand
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionThis Account Executive position at Uber involves managing the full sales cycle from prospecting through close.
Agency sales often involves selling custom service packages, requiring strong discovery skills.
The US market offers the highest OTE potential globally for sales professionals, with a highly competitive talent landscape.
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