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

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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.

Client-provided location(s): Tokyo, Japan

Job ID: Uber-153755

Employment Type: FULL_TIME

Posted: 2026-04-17T00:10:00