Manager, Acquisition Strategy & Operations

About the Role

The Senior Acquisition Operations Manager will be a key leader within Uber’s global Acquisition Center of Excellence (CoE) in Delivery Commercial Operations (DCO), owning the end-to-end design and evolution of scalable acquisition processes across Uber’s Delivery business.

This role operates at the strategic intersection of process architecture, tooling strategy, and analytics. The individual will define future-state acquisition processes, set global standards, and use data and field insights to prioritize initiatives, inform investment decisions, and ensure acquisition health at scale.

The Acquisition CoE’s work spans three major areas of scope:

• Lead Management (lead ingestion, qualification & enrichment, AI-based scoring, and allocation)
• Opportunity Management (pipeline creation standards, opportunity lifecycle governance, stage definitions, and pipeline quality)
• Deal Management (pricing workflows, approvals, discounting governance, and deal execution standards)

This role will own one or more of these domains and ensure tight integration across the end-to-end acquisition lifecycle.

What the Candidate Will Do

Future-State Process Architecture & Ownership

• Own the future-state design for one or more acquisition domains (Lead, Opportunity, and/or Deal Management) within the end-to-end commercial lifecycle.
• Define global process standards, principles, and guardrails while enabling regional flexibility.
• Ensure strong integration, handoffs, and data continuity across acquisition stages.

Tooling Strategy & Business Requirements Leadership

• Lead the definition of complex business requirements and process intent for acquisition-related tooling investments, including Salesforce and supporting systems.
• Partner closely with Product, Business Technology Engineering, and Digital Field Experience teams to shape solution design, prioritization, and sequencing.
• Identify risks, dependencies, and tradeoffs from design through implementation.

Analytics-Driven Prioritization & Performance Management

• Use acquisition funnel, pipeline, and deal data to identify systemic issues and high-impact opportunities.
• Define success metrics, KPIs, and monitoring frameworks to track acquisition health globally, including pipeline quality, velocity, and conversion.
• Partner with Insights teams to interpret trends, measure ROI, and inform continuous improvement.

Global Stakeholder Leadership & Change Enablement

• Act as a trusted partner to senior leaders across Sales, Marketing, Strategy, Enablement, and Regional teams.
• Lead global process discovery and alignment efforts across regions and segments.
• Shape and guide change management approaches, including rollout strategy, communications, and enablement.

CoE Leadership & Talent Development

• Set quality standards for process design, documentation, and requirements across the Acquisition CoE.
• Mentor and guide Acquisition Operations Managers and other CoE contributors.
• Contribute to building and evolving the Acquisition CoE operating model.

Basic Qualifications

• 7–10+ years of experience in Commercial Operations, Revenue Operations, Process Architecture, or Strategy & Operations
• Proven experience owning complex, cross-functional, global process initiatives
• Strong ability to influence senior stakeholders without direct authority
• Experience leading business requirements and partnering with Product and Engineering teams
• Strong analytical skills with the ability to independently interpret and leverage data for decision-making
• Advanced proficiency with Salesforce and GTM tooling ecosystems

Preferred Qualifications

• Experience in marketplace, SaaS, or global sales organizations
• Familiarity with process improvement methodologies (e.g., Lean, Six Sigma)
• Experience leading large-scale global process or tooling transformations
• SQL or advanced analytics experience a major plus
• Excellent executive communication and storytelling skills