Head of Market Expansion, Uber Eats Japan

#Greatmindsdontthinkalike Thank you for your interest in a job opportunity at Uber Japan! We take pride in our diversity and working environment that sees you as more than just a person that can do the job, but an outstanding individual that can level up our organization with a perspective only you can offer. Uber provides an equal opportunity to encourage all employees to share their thoughts.

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.

As we enter the next chapter of growth, launching and scaling in new cities across Japan is critical to unlocking further potential. The Market Expansion team plays a foundational role, identifying untapped geographies, activating them with precision, and building long-term local success. This is your opportunity to lead one of the highest-priority growth areas for Uber Eats Japan.

About the Role

As the Head of Market Expansion, you will be a key pillar in the go-to-market strategy and execution for new city launches in Japan. This is a highly cross-functional role requiring tight partnership with Delivery Operations, Consumer Growth, Marketing, and Marketplace to build a well-oiled local flywheel. You'll be responsible for building and leading a high-performing team that delivers best-in-class merchant acquisition, onboarding, and early lifecycle success. Your remit includes setting and executing the launch roadmap, implementing scalable sales systems, and using performance insights to continuously uplevel team productivity and market outcomes. You'll report directly to the Managing Director, Head of Japan Acquisition, and play a key leadership role in shaping Uber Eats' next frontier of growth.

Your Impact in Role

• Lead Japan's Market Expansion Strategy | Define and own the roadmap for new city launches, aligning cross-functional stakeholders and setting ambitious but achievable targets.
• Deliver High-Impact Merchant Acquisition | Build scalable strategies to bring on the highest-value local merchants, ensuring strong marketplace selection from Day 1 in new geos.
• Drive Sales Productivity at Scale | Implement world-class sales processes, tools, and enablement programs to elevate team performance across funnel metrics.
• Build & Empower a High-Performing Team | Hire, develop, and retain top talent across sales and contractor teams (30+ headcount), instilling a culture of ownership, coaching, and #GoGetIt energy.
• Activate the Local Flywheel | Partner with Ops, Marketing, and Growth to create launch plans that drive merchant, courier, and consumer activity in lockstep.
  
  Track & Measure Success Relentlessly | Establish and maintain reporting frameworks to monitor progress, identify bottlenecks, and iterate quickly to maximize impact. Champion Local Insights & Strategy | Leverage deep understanding of regional dynamics, competitive pressures, and cultural nuances to shape local acquisition and GTM approaches.

The Experience You'll Bring

• 10+ years of experience in sales, business development, or commercial leadership, with strong executional and strategic capability.
• 5+ years of experience managing large teams (including remote or contractor-based teams) with a proven record of performance and engagement.
• Strong leadership, coaching, and team development skills. with a passion for growing people and scaling high-performance cultures.
• Experience managing cross-functional stakeholders and influencing across orgs.
• Proficiency in Japanese and English (both written and spoken).

Preferred Qualifications

• Prior experience in high-growth, consumer-facing businesses (tech, e-commerce, logistics, or FMCG).
• Deep understanding of the Japanese restaurant industry and regional city dynamics.
• Comfort operating in fast-paced, ambiguous environments with a bias for action.

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.

Client-provided location(s): Tokyo, Japan

Job ID: Uber-141774

Employment Type: FULL_TIME

Posted: 2025-04-09T01:12:07