Account Executive - Field Sales jobs at Uber

More specifically, on the Merchant Finance team, you will support the efficient scaling of the commercial organization through financial reporting, analytics, and sales planning. You will leverage operational and financial data to deliver meaningful analysis that informs decisions across teams. You will work on things like:

1. Measuring ROI and optimizing Sales capital allocation
2. Driving GTM planning and sales quota setting
3. Developing analytics to guide strategic decisions for Sales leadership

What You’ll Do

• Financial & Operational Planning: Partner with company leaders to develop financial forecasts and operational goals
• Partner with the business: To apply business judgment and financial insights to assist with decision-making related to new initiatives, products, and business opportunities
• Sophisticated financial modeling: Break complex business problems down into components, and build models from scratch as well as improve existing models
• Strategic Thinking & Execution Excellence: Partner with your team to execute projects and operationalize our insights
• Be creative, adaptive, and eager to learn new technical skill sets

Basic Qualifications

• 6+ years of proven experience.
• BS/BA in Finance, Accounting, Economics or other relevant subjects.

Preferred Qualifications

• Basic knowledge of GAAP.
• Experience with enterprise-level financial planning systems, SQL, and/or statistical software packages is a plus!
• Prior financial and/or analytical experience, including FP&A, investment banking, management consulting, private equity, or operations.
• Outstanding analytical skills - standard methodologies are second-nature, your models are efficient, scalable, and intuitive
• Excellent communication and people skills - numbers are key, but a business is built with people.
• Self-starter - you will take initiative, be dedicated, set and drive toward goals.
• Ability to prioritize - we are consistently working on multiple projects at any given time, so we are looking for someone who is comfortable working in an ambiguous environment and has the ability to multitask optimally.
• Strong, team-oriented collaborator, with confidence and flexibility to perform in nimble, rapidly changing and growing environments, as well as build relationships and gain credibility.

For New York, NY-based roles: The base salary range for this role is USD$155,000 per year - USD$172,000 per year.

For San Francisco, CA-based roles: The base salary range for this role is USD$155,000 per year - USD$172,000 per year.

This role demands a unique blend ofdata fluency and stakeholder leadership. The ideal candidate is as comfortable writing SQL queries and building models in BI tools as they are presenting go-to-market strategies to Regional General Managers and Sales leaders. You will design and run the global bookbuilding process, treating it like a product - scoping, testing, iterating, and scaling with rigor.

With global scope and high visibility, this role sits at the intersection of. You will shape how Uber for Business structures its sales engine, ensuring that our sales teams are positioned for success and that we maximize impact across our $700M+ and growing global portfolio.

Bookbuilding Strategy & Execution

• Own the global process for building and balancing seller books across regions, ensuring equitable account allocation and alignment with strategic priorities.
• Develop, test, and operationalize the queries, data sources, and logic that underpin bookbuilding

Data & Insights

• Leverage SQL, Python, and BI tools to design scalable models and insights for segmentation, territory design, and headcount planning.
• Synthesize complex data sets into actionable recommendations for sales leaders.

Stakeholder Management & GTM Alignment

• Partner with Regional General Managers, Country Managers, and Sales Leaders to align on bookbuilding strategy, segmentation adjustments, and headcount planning.
• Act as the trusted advisor on GTM strategy, presenting recommendations and driving alignment across leadership.

Change Management & Communication

• Lead global communication and change management for territory rebalancing and segmentation shifts.
• Drive adoption and clarity around changes, ensuring smooth transitions and minimal disruption to sellers.

Program & Process Management

• Manage bookbuilding like a product, creating a repeatable and transparent playbook for how books evolve each half.
• Run a scrum-like model for iteration and improvement, ensuring the process is hyper-organized and efficient.

Basic Qualifications

• 6+ years of experience in Sales Operations/Sales Strategy
• Advanced proficiency in SQL (query building and optimization) and hands-on experience with BI tools (e.g., Tableau, Looker, PowerBI).
• Strong proficiency with Python (data manipulation, automation, analytics workflows).
• Demonstrated program management experience — organized, detail-oriented, and process-driven.
• Bachelor’s degree in Business, Analytics, Economics, Computer Science, or related field.

• Experience in global Sales Operations or within a high-growth SaaS/B2B environment.
• Familiarity with Salesforce.com and sales data workflows.
• Proven ability to communicate complex ideas effectively across technical and non-technical stakeholders.
• Track record of driving organizational change and aligning cross-functional teams around new processes.
• Experience working in a marketplace or multi-sided platform environment.

About the Role

As a Mid-Market Growth Account Executive, you will be responsible for driving revenue growth and increasing operational and commercial excellence with our existing customers. As a Growth Account Executive, you will work closely with current customers in the Mid-Market segment (<2500 employees) to understand their unique challenges and goals, acting as a consultative partner on the Uber for Business platform. You will own the relationship and growth strategy by identifying upsell and cross-sell opportunities, negotiating deals that are mutually beneficial, and getting commitment from senior decision-makers.

This role is hybrid in nature making this a perfect fit for a seller with a hunter mindset and excellent relationship and account management skills.

The Impact You'll Have

• Develop a comprehensive view of the client that includes their business priorities, competitive edge in the marketplace, industry trends, and key strategic partner relationships.
• Grow and retain a book of business and proactively identify expansion opportunities to drive growth across multiple lines of business, products, and services for customers to exceed revenue goals. (Increase adoption and usage of our current programs, expand to new offices or departments, or cross-sell new product offerings)
• Negotiate contract renewals, amendments, and expansions by collaborating with cross-functional teams and owning the discussion with the client.
• Build, enhance, and implement long-term client relationships and communication at the C-level, with executives, key decision-makers, and influencers. Ensure our partners have an exceptional experience with Uber for Business.
• Conduct quarterly business reviews to illustrate the adoption of our platform and drive the conversation towards opportunities to expand the partnership and spend with Uber.

The Experience You'll Bring

• Minimum of 2 years of sales experience within a quota carrying role as an Account Manager with a focus on growing revenue within a book of business and / or as an Account Executive with end-to-end sales experience
• Demonstrated success of hitting sales quotas based on revenue growth
• Excellent communication and interpersonal skills, with the ability to identify and provide comprehensive solutions for varying customer needs
• Bachelor’s Degree
• Experience with tools such as Salesforce, ZoomInfo, Groove, LinkedIn Sales Navigator, Tableau, Google Suite
• Strong prioritisation skills: able to manage time effectively, prioritising high-value clients, while working with multiple customers to deliver on goals and improve processes.

* Accommodations may be available based on religious and/or medical conditions, or as required by applicable law. To request an accommodation, please reach out to .

• Collaborate with a high-value portfolio of restaurant partners to retain and grow a book of business of SMB accounts on the Uber Eats platform
• Identifying new sales opportunities through product adoption and location expansion
• Identify opportunities and recognize additional revenue potential
• Identify key risks to our partnerships, and work quickly and diligently to ensure we are delivering the best possible experience for our partners and to ensure 100% account retention
• Collect and synthesize restaurant partner feedback into insights that can inform and drive the product and business roadmap
• Build meaningful, lasting relationships to make Uber Eats the delivery platform of choice for our restaurant partners

Basic Qualifications

• At least 1 year of experience in a B2B, client facing role (Sales, Customer Success, Account Management, or upper management retail/food industry)

Preferred Qualifications

• Experience navigating the customer lifecycle including prospecting new contacts within an existing client organization
• Self-starter attitude and ability to thrive in a fast-paced, autonomous team environment
• Strong interpersonal skills, with the ability to clearly frame a value proposition, probe for objections, remove obstacles, and eliminate barriers to gain commitment
• Willingness to hustle, roll-up sleeves, and get in the weeds with our highest value partners in order to hit quarterly and annual revenue, retention, and adoption targets
• Ability to think strategically and analyze restaurant needs to both unlock opportunities and creatively problem-solve
• Demonstrate time management and organizational skills with the ability to multitask and prioritize based on impact CRM experience (Salesforce experience a plus)
• Google Suite Experience is highly preferred

For Miami, FL-based roles: The base hourly rate range for this role is USD$24.50 per hour - USD$25.80 per hour.

You will be eligible to participate in Uber's bonus program, and may be offered sales bonuses & other types of comp. You will also be eligible for various benefits. More details can be found at the following link .

* Accommodations may be available based on religious and/or medical conditions, or as required by applicable law. To request an accommodation, please reach out to .

About the Role

As a Merchant Expansion Account Manager, you’ll be essential to driving sustainable merchant growth, retaining high-value accounts, and acting as a strategic advisor to improve restaurant operations. Through tailored support and proactive expansion of services, you’ll help build mutually beneficial partnerships that accelerate revenue for both our merchants and Uber Eats.

What You’ll Do

• Drive performance within your portfolio by improving the experience for restaurants, delivery partners, and consumers

• Renegotiate commercial agreements to unlock stronger terms and value

• Lead growth initiatives, ensuring we offer the best restaurant selection while optimizing partner operations

• Build deep relationships with restaurant partners, identifying opportunities to elevate their delivery business

• Own and resolve complex issues, ensuring timely solutions for top partners and maintaining high satisfaction

Basic Qualifications

• At least 3 years of experience in a client-facing B2B or B2C role

• Strong desire to grow a career on the commercial side of the business, working directly with top accounts

• Ability to analyze data (especially using Excel or Google Sheets) and turn insights into action

• Strong communication and storytelling skills to craft compelling business cases

• Excellent interpersonal skills: able to uncover objections, resolve concerns, and close deals

• Proven ability to multi-task, prioritize, and execute in a fast-paced environment

• Self-starter mindset with the ability to work autonomously and drive impact

Preferred Qualifications

• Willingness to roll up your sleeves and dive deep with partners to hit revenue, retention, and adoption goals

• Strategic thinking: able to assess partner needs and identify creative solutions

• Experience using CRM tools; familiarity with SQL is a plus

• Background in e-commerce, food delivery, or related industries is a plus

* Accommodations may be available based on religious and/or medical conditions, or as required by applicable law. To request an accommodation, please reach out to .

About the Role

As an Acquisition Account Executive, you will directly contribute to Uber Eats’ growth in Japan by owning the full sales cycle with top-priority local merchants in strategic cities. Your work will improve the quality and variety of food options on the platform, drive customer satisfaction, and build deep, long-lasting relationships with our restaurant partners.

You’ll be expected to bring strong commercial acumen, a proactive approach to problem-solving, and the ability to operate in a fast-paced, culturally nuanced environment.

Your Impact in Role:

1. Own the full end-to-end acquisition cycle of Japan’s highest-priority local restaurant partners — from first contact through to activation, go-live, and early growth support.
2. Develop strong merchant relationships by understanding their unique business challenges and aligning Uber Eats’ value proposition with their goals.
3. Manage a defined city-level territory (e.g. Tokyo, Osaka, or emerging cities) with a strategic lens, identifying opportunities for high-impact acquisition.
4. Collaborate cross-functionally with Ops, Marketing, and Account Management teams to ensure a smooth merchant onboarding and activation experience.
5. Leverage funnel data and tooling to manage outreach, prioritization, follow-ups, and pipeline progression with operational rigor.
6. Continuously test and refine your approach , bringing feedback from the field to inform product, pricing, and process improvements.

The Experience You’ll Bring:

1. Proven end-to-end sales capability | Comfortable leading prospecting, negotiation, commercial terms, and closing deals independently.
2. Strong executional discipline | You know how to deliver measurable results and consistently move the needle despite setbacks.
3. Excellent communication skills | Able to clearly and confidently communicate complex ideas to internal stakeholders and external partners alike in Japanese (required) and English (basic).
4. Sales and business acumen | You understand what makes businesses tick and tailor your pitch to resonate with different restaurant profiles - from family-run shops to multi-location brands.

Preferred Qualifications

1. 2–4 years experience in B2B sales, partnerships, or business development roles, ideally in tech, hospitality, or FMCG.
2. Fluency in Japanese (business level or higher) and basic English.
3. Deep local market knowledge and understanding of Japanese restaurant culture.
4. Familiarity with CRM systems (e.g., Salesforce) and experience working in a performance-driven sales environment.
5. Comfortable working towards individual and team sales targets
6. Highly organized, detail-oriented, and capable of managing multiple conversations in parallel.

* Accommodations may be available based on religious and/or medical conditions, or as required by applicable law. To request an accommodation, please reach out to .