About The Role
The Postmates and Uber Eats West Exclusives team provides white-glove account management for strategic SMB restaurant relationships, with a core focus in Los Angeles and a portfolio that extends across the U.S.
In this role, you will own relationships with a curated set of VIP merchant partners. You’ll manage the day-to-day needs of the business, lead recurring executive-level business reviews, identify and pitch marketing and growth opportunities, and quarterback periodic renewal negotiations from redlines through signature.
This is a highly visible, field-forward role with a strong emphasis on in-person meetings and on-site engagement. You will collaborate directly with restaurant ownership and leadership teams on strategic expansion, marketing strategy and optimization, operational excellence, and the overall quality of the merchant and eater experience.
Candidates must be located in Los Angeles. Hybrid schedule of 3 days per week (Tues-Thurs) in Playa Vista.
What You'll Do
Act as the DRI (Directly Responsible Individual) for a shortlist of the most important SMB restaurant partnerships across Uber Eats and Postmates; serve as the primary point of contact to handle inquiries, resolve conflicts, and deliver timely solutions.
Lead a structured operating cadence with partners (weekly/monthly touchpoints and quarterly business reviews), aligning on goals, performance drivers, and an action plan that produces measurable outcomes.
Advocate for partner goals and custom requirements internally, ensuring the right stakeholders are aligned to deliver a high level of success and partner satisfaction.
Drive alignment between Uber Eats/Postmates strategic priorities and partner priorities, identifying opportunities to add value and retain partners long-term.
Leverage analytical and operational skillsets to diagnose merchant performance and experience pain points, translate insights into clear recommendations and growth, and proactively implement improvements across merchant and eater experience.
Pitch and execute growth opportunities via consultative cross-sell and upsell motions (e.g., marketing levers, new products, operational programs), grounded in education, enablement, and ROI-focused storytelling.
Own renewal negotiations end-to-end, including commercial strategy, stakeholder alignment, contract redlines, and executive communication through signature.
Basic Qualifications
5+ years of B2B customer success or account management experience in the technology space.
Strong commercial acumen with experience using a consultative approach to drive partner growth and success.
Clear and concise communication skills with experience hosting business reviews with executives and ownership groups.
Ability to effectively interpret, summarize, and communicate trends in a data set; comfortable using data to influence decisions and prioritize actions.
Skilled communicator with attention to detail, advanced organizational skills, and motivation to win in a competitive environment.
Restaurant industry experience, especially in roles focused on restaurant operations, technology, guest experience, and third-party delivery.
Experience managing the full customer lifecycle, from deal signed to renewal.
Proven track record of growing partnerships through the full customer lifecycle, with expertise in managing periodic renewal negotiations through redlines to signature.
Experience owning crossfunctional relationships with Product, Engineering, Legal, Support, Territory Operations, Finance, Marketing, and Cross-LOB Leadership to maintain and adapt custom configurations for key partners.
Preferred Qualifications
Executive Engagement — Ability to own key C-suite relationships through effective pre-reads and strong agendas that drive clear and concise business outcomes.
Technical Account Management — Experience managing complex technical workstreams and delivering outcomes related to custom product features and B2B integrations.
High Visibility Negotiations — Demonstrative success in commercial negotiations with key partners that lead to successful outcomes for both parties.
Third Party Delivery Background — Experience working with delivery marketplaces to optimize experience for eaters and merchants.
For Los Angeles, CA-based roles: The total annualized on-target earnings (OTE) for this position are USD $145,000 - USD $161,000. The OTE includes a base salary range of USD $101,500 per year - USD $112,700 per year.
You will be eligible to participate in Uber's bonus program, and may be offered 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.
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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.