Account Executive - SMB

About the role and team

Working at Uber means solving hard problems in a high-stakes, fast-moving environment. You'll be surrounded by exceptionally smart people that will inspire and motivate you to do career-defining work as we bridge digital and real worlds to power movement. This role is a unique opportunity to demonstrate world-class sales craft and grow Uber Eats' restaurant selection.

The pace here is invigorating but challenging; you'll need to navigate ambiguity and solve problems that don't come with a script. We are looking for resilient, resourceful individuals who stay steady under pressure and take extreme ownership of their results to move our business forward. If you are energised by the messy reality of building long-term partnerships at scale, this is where you'll grow.

What you'll do

• Build and grow long-term partnerships by understanding what matters most to our customers-not just selling a product.
• Prospect, pitch, and acquire high-quality restaurants that move Gross Bookings in your territory while navigating internal complexity to unlock value.
• Execute a consistent weekly sales motion including dials, talk time, and opportunity creation with strong pipeline hygiene.
• Manage negotiations end-to-end to ensure balanced economic agreements and a zero-defect setup before signing.
• Collaborate across operations, marketing, and product to resolve blockers and drive restaurants to First Trip with speed.
• Adapt your approach based on market dynamics and imperfect information to identify competitive gaps and prioritise high-propensity merchants.

Basic Qualifications

• 2-3 years of proven experience in sales, business development, or acquisition.
• Experience in cold-calling, pipeline generation, and closing transactional deals.
• Proficiency in CRM tools, specifically Salesforce.
• Experience in relationship-building and managing account portfolios.

Preferred Qualifications

• Experience in high-velocity acquisition environments like SMB or field sales.
• Strong data-driven mindset with the ability to analyse pipeline trends and adjust daily activity based on insights.
• Proven ability to navigate ambiguity and influence without authority across cross-functional teams.
• Deep knowledge of the local food and beverage ecosystem and competitive landscape.

Ready to Ride?

This isn't the kind of place where you follow a playbook - it's where you help write one. If you're driven by impact, energized by challenge, and ready to shape how the world moves - we'd love to hear from you.

You may be eligible for bonuses, equity, and other compensation, as well as a range of benefits. Explore our benefits.

Offices remain key to collaboration and Uber's culture. Unless approved for full remote work, employees must spend at least 50% of their time in-office. Some roles, like those at greenlight hubs, require full-time in-office presence. Ask your Recruiter for details about this role's requirements.

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.