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About The Team:
Restaurants are at the heart of Uber Eats, and Japan’s dynamic, diverse, and high-quality restaurant scene is one of the strongest contributors to our global business. The Japan Acquisition team plays a pivotal role in scaling Uber Eats’ footprint, particularly in a highly competitive and nuanced market. Our mission: to identify, pitch, and onboard high-potential restaurants that will thrive on our platform and delight customers across Japan. This is your chance to help shape the next phase of growth in one of Uber’s most strategic markets.
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:
- 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.
- Develop strong merchant relationships by understanding their unique business challenges and aligning Uber Eats’ value proposition with their goals.
- Manage a defined city-level territory(e.g. Tokyo, Osaka, or emerging cities) with a strategic lens, identifying opportunities for high-impact acquisition.
- Collaborate cross-functionally with Ops, Marketing, and Account Management teams to ensure a smooth merchant onboarding and activation experience.
- Leverage funnel data and tooling to manage outreach, prioritization, follow-ups, and pipeline progression with operational rigor.
- Continuously test and refine your approach, bringing feedback from the field to inform product, pricing, and process improvements.
The Experience You’ll Bring:
- Proven end-to-end sales capability | Comfortable leading prospecting, negotiation, commercial terms, and closing deals independently.
- Strong executional discipline | You know how to deliver measurable results and consistently move the needle despite setbacks.
- Excellent communication skills | Able to clearly and confidently communicate complex ideas to internal stakeholders and external partners alike in Japanese (required) and English (basic).
- 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
- 5+ years experience in B2B sales, partnerships, or business development roles, ideally in tech, hospitality, or FMCG.
- Fluency in Japanese (business level or higher) and basic English.
- Deep local market knowledge and understanding of Japanese restaurant culture.
- Familiarity with CRM systems (e.g., Salesforce) and experience working in a performance-driven sales environment.
- Comfortable working towards individual and team sales targets
- Highly organized, detail-oriented, and capable of managing multiple conversations in parallel.
Uber's mission is to reimagine the way the world moves for the better. Here, bold ideas create real-world impact, challenges drive growth, and speed fuels progress. What moves us, moves the world - let's move it forward, together.
Uber is proud to be an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you have a disability or special need that requires accommodation, please let us know by completing this form.
Offices continue to be central to collaboration and Uber's cultural identity. Unless formally approved to work fully remotely, Uber expects employees to spend at least half of their work time in their assigned office. For certain roles, such as those based at green-light hubs, employees are expected to be in-office for 100% of their time. Please speak with your recruiter to better understand in-office expectations for this role.