About the Role
As an Account Executive, you will be responsible for expanding Uber Eats’ restaurant selection by acquiring high-quality SMB partners and driving deals from first contact to First Trip. This role requires strong negotiation skills, the ability to identify high-potential restaurants, and the judgment to balance quality and volume in complex, competitive geographies.
You will own your funnel end-to-end: prospecting, qualification, pitching, negotiation, contracting, and early-life follow-up to ensure merchants activate successfully and remain engaged from day one.
This role is ideal for sellers who are analytical, disciplined operators and strategic negotiators, not just activity-driven closers.
This is a field-based role; assigned territories may vary and may differ from the candidate’s city of residence. Willingness to travel as needed is required.
What the Candidate Will Do
1. Build and Manage a High-Quality Funnel
- Independently design your weekly funnel construction plan to consistently close ~20 restaurants per month.
- Source, qualify, and prioritize restaurants using geo insights, density logic, competitive dynamics, demand potential, and operational readiness.
- Maintain a healthy stage distribution and ensure deals move with speed and clarity.
2. Run Complex Negotiations
- Lead multi-step negotiations that balance unit economics, merchant expectations, and long-term value—especially in competitive or price-sensitive segments.
- Structure offers based on merchant type (SMB anchors, multilocations, long-tail SMBs).
3. Prospect Strategically
- Use street prospecting, referrals, targeted outreach, and data-driven prioritization—not just lists—to identify high-potential merchants.
- Quickly identify restaurants that can drive incremental trips, category variety, and geo density.
4. Master Pipeline & Salesforce Hygiene
- Maintain a clean, accurate, inspection-ready pipeline in Salesforce at all times.
- Log discovery insights, objections, pricing details, next steps, and reasons for loss.
- Update forecasts weekly with discipline and accuracy.
5. Drive Day-1 Retention Through Activation Quality
- Ensure new merchants meet basic readiness standards (menu, photos, devices, delivery expectations) before launch.
- Provide structured follow-up during the first 28 days to support their early performance.
- Identify early churn signals and intervene proactively.
6. Deliver Volume with Quality
- Balance quantity (target FT/month) with quality (category fit, demand potential, menu quality & GBs).
- Build a mix of SMBs and multilocations based on territory needs and strategic density.
7. Represent Uber Eats with Excellence
- Build trusted relationships with restaurant owners and decision makers.
- Exhibit a strong understanding of merchant economics and our marketplace.
- Be a brand ambassador in the field every day.
Basic Qualifications
- 3+ years of full-cycle sales experience in SMB, field sales, or high-velocity B2B environments, with a proven ability to own deals end-to-end, from prospecting to close and activation.
- Consistent track record of meeting or exceeding monthly acquisition targets (≈15–20+ deals/month), including self-sourced pipeline, negotiation, and post-close activation.
- Strong Salesforce discipline and data-driven mindset, with hands-on experience using SFDC to manage pipeline health, stage progression, forecasting accuracy, and deal hygiene.
Required Skills & Experience
- 3+ years in full-cycle sales, ideally in SMB or high-velocity B2B environments.
- Proven track record of closing 15–20+ deals per month or equivalent productivity.
- Strong negotiation experience: pricing, incentives, and multi-stakeholder deals.
- Experience building your own pipeline, not just working assigned leads.
- Ability to identify high-potential merchants using logic (location, category, demand fit).
- Mastery of CRM tools (Salesforce preferred) with excellent documentation habits.
- Experience working in field sales or hybrid field → phone models.
- Analytical mindset: ability to draw insights from data to prioritize and improve conversion.
Preferred Qualifications
- Highly organized, structured, and disciplined.
- Strategic thinker: balances volume targets with marketplace quality.
- Comfortable in fast-paced, ambiguity-heavy environments.
- Strong communication and objection-handling skills.
- Team-first mindset with a desire to improve processes and share best practices.
Success Attributes
Customer CentricityMarket and Platform ExpertiseNegotiation & Deal-MakingSales Lifecycle ManagementStakeholder ManagementUber ValuesCase Study
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 fuelds progress. What moves us, moves the world - let’s move it forward, together.
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.
*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 accommodations@uber.com.
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 fuelds progress. What moves us, moves the world - let’s move it forward, together.
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.
*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 accommodations@uber.com.