About the Role
Uber Direct is transforming last-mile delivery by enabling leading brands to offer seamless same-day delivery through their own websites and apps, powered by Uber’s global logistics network. Our partners include many of the world’s largest grocery and retail enterprises.
As the Sales Manager for Enterprise Accounts, you will lead and develop a team responsible for some of Uber Direct’s most complex and high-impact partnerships. This role sits at the center of our enterprise growth strategy, guiding Account Executives through challenging commercial engagements while ensuring our largest merchants realize meaningful value.
This is not a transactional sales environment. You will operate as a player-coach, helping the team navigate ambiguous and high-stakes opportunities by bringing structure to loosely defined challenges, making sound decisions with imperfect information and aligning diverse stakeholders around a clear commercial strategy. From shaping tailored enterprise solutions to multimillion dollar negotiations, you will play a critical role in driving durable partnerships with leading grocery and retail brands.
The ideal candidate combines strategic thinking with strong commercial leadership. You are comfortable coaching teams through complex deal cycles, engaging senior executives and raising the bar on the quality of commercial output – from pricing strategy to executive-ready proposals. You don’t just set direction, you ensure it translates into disciplined execution and measurable revenue growth.
What the Candidate Will Do
- Manage a High-Performing Team: Coach and elevate a team of Account Executives navigating complex commercial deals. Provide hands-on deal guidance while investing in long-term development building a culture of accountability, growth and performance.
- Own Strategic Enterprise Partnerships: Oversee commercial strategy and relationship management across a portfolio of top grocery and retail accounts. Ensure the team operates as trusted advisors to senior stakeholders while driving long-term growth.
- Bring Structure to Complex Commercial Problems: Guide the team in translating evolving merchant needs to clear commercial strategies. Help shape rigorous commercial proposals (pricing, decks, RFPs) that tell compelling narratives.
- Lead Through Ambiguity and Operational Complexity: Maintain momentum across shifting priorities, technical constraints and legacy processes. Instill disciplined pipeline, tight P&L management and a "go-get-it" mentality across the team.
- Set the Standard for Executive-Ready Work: Raise the bar for commercial outputs by ensuring high-quality proposals and deliverables with exceptional attention to detail, accuracy, and polish.
- Oversee Complex Negotiations: Support, guide and lead key components of the end-to-end sales cycle (from pitch to go-live), partnering to structure commercial agreements and navigate difficult conversations to close high-stakes deals.
- Orchestrate Cross-Functional Alignment: Act as the central driver across cross-functional teams, influencing stakeholders and driving alignment without direct authority, while still ensuring external commitments are executed with precision.
- Run a Data Driven Sales Organization: Establish rigorous forecasting and performance tracking. Use data and market insight to refine strategy, coach the team and identify the highest impact growth opportunities.
Basic Qualifications
- Minimum 6+ years of experience in sales, business development, strategy and operations with a record of building strong C-suite and executive relationships
- Minimum of 2+ years of experience leading and managing a team
- Experience working with Enterprise-level organizations (1,000+ employees or $500M+ revenue)
- Ability to drive operational excellence by building and scaling repeatable processes, adapting for country/regional nuance
Preferred Qualifications
- Experience supporting or leading complex, multi-stakeholder commercial engagements
- You take a data-driven approach to decision making and use sound business judgment to forecast and evaluate deal performance and financial viability. Demonstrated analytical rigor, including financial modeling, ROI analysis, and building business cases to support enterprise-level commercial decisions.
- Outstanding communication skills within your team, with executive leadership, and merchant partners
- Self-starter and collaborative leader across diverse teams; everywhere you go, you can't help but mobilize people, resolve problems, raise the bar, and bring out the best in people – you are a doer and motivator of others
- Demonstrated ability to structure business cases, complex contracts including: SOWs, MSA as well as pricing proposals, or executive presentations
- Familiarity with API integrations or working closely with product/technical teams
- Experience in delivery, retail, logistics, marketplace, or other high-growth tech environments
- Background in management consulting or strategic operations
For Chicago, IL-based roles: The base salary range for this role is USD$158,000 per year - USD$175,000 per year.
For New York, NY-based roles: The base salary range for this role is USD$175,000 per year - USD$194,000 per year.
For San Francisco, CA-based roles: The base salary range for this role is USD$175,000 per year - USD$194,000 per year.
For all US locations, you will be eligible to participate in Uber's bonus program, and may be offered an equity award, sales bonuses & other types of comp. All full-time employees are eligible to participate in a 401(k) plan. You will also be eligible for various benefits. More details can be found at the following link https://jobs.uber.com/en/benefits.
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.