Head of SMB, Uber Eats Japan

About the Role

We're looking for a strategic leader to build and lead our merchant strategy and sales organization. You'll be responsible for driving merchant growth, developing high-performing teams, and shaping the future of food delivery in Japan. This role combines strategic vision with hands-on sales leadership, requiring someone who can execute in short-term sprints while maintaining long-term focus.

What You'll Do

Team Leadership

• Recruit, coach, and lead a high-performing team of strategy and sales professionals
• Build a motivated team culture grounded in psychological safety, authenticity, and enablement
• Provide comprehensive leadership that upholds Uber Values
• Foster collaboration with cross-functional partners including operations, marketing, product, finance, and customer support

Merchant Strategy & Growth

• Develop and execute scalable merchant growth strategies aligned with business objectives
• Analyze market trends, competitor activities, and customer feedback to refine strategy
• Prepare strategic presentations with actionable insights for executive reviews
• Lead Joint Business Planning discussions with mid-market merchants

Sales Leadership

• Build and inspire a sizeable sales team to acquire and deepen merchant partnerships across multiple products
• Establish a solution-based account management culture focused on development, integrity, and results
• Set ambitious sales targets and monitor performance through data-driven analysis
• Build long-lasting relationships with key merchant partners through executive coverage
• Partner with operations and product teams to shape the future of food delivery

Merchant Experience

• Implement data-driven analytics to improve merchant quality and experience
• Optimize onboarding, support, and compliance processes

What You'll Need

• 10+ years in general management, consulting, or strategic sales with experience leading teams of 30+
• Business-level Japanese (advanced) and fluent English
• 8+ years working in Japan
• Proven ability to build motivated teams through coaching and enablement
• Strong strategic thinking with the ability to translate data into actionable insights
• Excellent business judgment and ability to establish priorities quickly
• Ability to balance short-term execution with long-term vision, and local priorities with global alignment
• Experience in matrixed environments with cross-functional stakeholders
• Strong organizational and project management skills

Bonus Points

• MBA

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-153755

Employment Type: FULL_TIME

Posted: 2026-01-23T20:00:50