Uber Sales Development Representative (SDR/BDR) Interview Questions

1.Tell me about a time you had to pitch or sell something to people from very different backgrounds or industries. How did you adapt your message for each audience?

2.Describe a time you had a tight deadline and had to decide what to cut so you could still deliver something good. What did you keep, what did you drop, and why?

3.Tell me about a time you used data or metrics to change how you were doing something — even if the data was simple, like open rates or response rates. What did you find, and what did you do differently?

4.Tell me about a time your outreach strategy or plan stopped working — maybe a script went cold, a channel dried up, or a target segment wasn't responding. How quickly did you figure it out, and what did you do?

5.Imagine you're prospecting for Uber for Business in a city where the product is newer and less recognized — no brand warmth, no case studies. How would you build a pipeline from zero in a market that doesn't yet know the product?

6.Tell me about a time you were juggling multiple urgent tasks and had to make a real-time call about what to prioritize. What was at stake, what did you decide, and would you make the same call today?

7.You have 50 outbound calls to make today for Uber Eats restaurant outreach. Halfway through the day you've made 25 calls and booked zero meetings. What do you do with the second half of your day?

8.Estimate how many restaurants in a mid-size U.S. city — say, roughly one million people — would be worth targeting for Uber Eats partnerships. Walk me through how you get there.

9.You're running outreach for Uber for Business targeting HR and office operations leaders at companies with 200–500 employees. Your open rates are 45% but your meeting-booked rate is under 2%. What's your diagnosis, and where do you start fixing it?

10.Uber Freight is trying to grow its shipper base in the Midwest. You're handed a territory with 300 accounts and told your quarterly meeting target is 45 booked meetings. Six weeks in, you've booked 12. What do you do?

11.A large national restaurant chain tells you they're interested in Uber Eats, but only if Uber can guarantee a 30-minute delivery SLA across all their locations. You know Uber can't make that guarantee. How do you handle the rest of that conversation?

12.Uber for Business is expanding into a new vertical — corporate event travel for companies that run large conferences and off-sites. You're the first SDR on this motion and have no playbook, no case studies, and no ICP definition. How do you build your first 30 days of outreach?

13.Walk me through the difference between a cold call and a cold email for prospecting — when would you choose one over the other?

14.What's the formula for calculating conversion rate from outreach to booked meeting, and why does that number matter to a sales team?

15.You're using a sales engagement tool like Outreach or Salesloft to run a cadence for Uber Freight shippers — how would you structure that sequence, and what would you change if open rates were high but reply rates were near zero?

16.An AE you support tells you their pipeline is 'looking thin' for next quarter on the Uber for Business mid-market segment. How do you figure out exactly how thin, and what do you do about it?

17.Your manager gives you a list of 200 accounts to prospect for Uber Eats restaurant partnerships. There's no scoring, no ICP guidance — just a raw list. How do you decide which 20 to contact first?

18.A prospect you've been nurturing for six weeks — a logistics director at a mid-size company who seemed genuinely interested in Uber Freight — suddenly goes completely dark after a demo was scheduled. What do you do, and how long do you keep trying?

19.A restaurant owner you're trying to sign for Uber Eats calls you back, but only to complain — they had a bad experience with a competitor's delivery platform and are now hostile to the whole category. How do you handle that call?

20.You've sent a prospect at a large company three emails, left two voicemails, and connected on LinkedIn — no response. Your manager checks in and asks if you've 'touched' this account. What do you tell them, and what do you do next?

21.You're prospecting HR leaders for Uber for Business, and a prospect responds to your cold email asking you to send them 'a one-pager with pricing.' You don't have a standard pricing sheet to send. What do you do?

22.You're cold calling businesses for Uber Freight and a gatekeeper picks up, identifies themselves as the office manager, and says the logistics director 'doesn't take cold calls.' How do you handle it — and what's your end goal for this specific call?

23.Your AE just lost a deal to a competitor on the Uber for Business mid-market team — the prospect went with a rival corporate travel platform. Your manager asks you to debrief on what you saw in your prospecting conversations that might explain it. What do you share, and how do you use it going forward?

24.You overhear two colleagues on your SDR team sharing a tactic that sounds like it's misrepresenting Uber Freight's capabilities to get prospects to take a meeting — nothing illegal, but definitely overpromising. It's working for them. What do you do?

25.Tell me about a time you had to get someone — a teammate, a professor, a manager — to change their mind about something you believed in. How did you make your case?

26.Think about a time you had to keep multiple people updated on the same project or task — maybe a group project, a work assignment, or an event. How did you manage the communication?

27.You're supporting an AE on a deal and you learn from a prospect that there's a decision-maker the AE doesn't know about — someone in finance who has veto power over the purchase. Your AE says, 'Don't worry about it, I've got this.' What do you do?

28.Your marketing team pushes out a new email template for Uber Eats restaurant outreach that you're supposed to use — but after three days your data shows it's performing worse than your old sequence. Your manager says to stick with the approved template. How do you handle it?

29.You're three weeks into the job. A senior AE on your team asks you to compile account research on 50 companies by end of week — but you already have commitments to your direct manager for prospecting targets due the same day. How do you navigate that?

30.Imagine you're prospecting for Uber Freight and you get a meeting with a VP of Logistics at a mid-size trucking company — but when you show up, it's clear they thought they were meeting your AE, not an SDR. They're annoyed and start asking detailed questions about rates and contracts you can't answer. How do you handle the next 20 minutes?