Sales Manager Strategic Accounts

About the Role

The Uber Eats Sales Manager (Portugal) will lead a team of high-performing Account Representatives and Account Executives, responsible for acquiring, onboarding, and growing Strategic Accounts across both SMB and Enterprise segments. This role oversees outreach, negotiation, relationship management, and merchant onboarding, with a strong focus on driving sustainable growth in the Portuguese market.

Success in this role requires a strategic mindset, the ability to define and execute geo-level commercial strategies, and strong people leadership to guide teams toward achieving key business metrics. A people-first approach is critical, with a clear emphasis on developing talent, building career paths, and fostering long-term team engagement.

What the Candidate Will Need / Bonus Points

---- What the Candidate Will Do ----

Sales Lifecycle Management

1. Develop and execute strategic sales plans to acquire and grow new merchants across SMB and Enterprise Strategic Accounts.
2. Own pipeline health, forecast revenue, and ensure consistent execution against quarterly and annual targets.
3. Guide Account Executives through the full sales cycle, from prospecting and qualification to negotiation and closing.
4. Ensure alignment between SMB and Enterprise strategies while adapting execution to segment-specific needs.

Negotiation and Deal-Making

1. Support Account Executives in closing high-value and strategic deals.
2. Oversee contract negotiations, approvals, and compliance with internal policies.
3. Develop playbooks and strategies to overcome objections and accelerate deal closure, particularly for complex Enterprise accounts.

Market and Platform Expertise

1. Maintain deep understanding of the Portuguese market, including local competitive dynamics, regulatory considerations, and industry trends.
2. Ensure the team demonstrates strong product and platform knowledge across Uber Eats offerings.
3. Act as a strategic partner to merchants, tailoring value propositions to different business sizes and maturity levels.

Sales Coaching & Performance Management

1. Track team and individual performance against sales targets and key activity metrics.
2. Identify risks and opportunities early, proactively addressing performance gaps.
3. Maintain a high performance bar, managing underperformance with clarity and consistency.
4. Effectively roadmap team activities, balancing workload across SMB and Enterprise priorities.
5. Clearly articulate strategic focus areas (and deprioritizations where needed) and translate them into actionable plans.

Leadership & Cross-Functional Collaboration

1. Set a clear vision for the team and foster strong engagement and accountability.
2. Partner closely with Operations, Marketing, Finance, and Strategy teams to deliver end-to-end merchant success.
3. Act as the point of contact for key initiatives and projects impacting Strategic Accounts.

---- Basic Qualifications ----

1. 5+ years of B2B sales experience (high-volume sales, lead generation, outbound prospecting)
2. 2+ years of experience leading sales teams, or equivalent internal Uber leadership experience.
3. Previous experience in client-facing roles, managing or supporting client-facing teams, or in commercially adjacent Operations roles.
4. Bachelor's degree or equivalent professional experience.
5. Fluency in Portuguese and English (written and verbal).

---- Preferred Qualifications ----

1. Proven sales leadership experience managing SMB and/or Enterprise Strategic Accounts.
2. Strong track record of coaching and developing talent and building high-performing sales teams.
3. High-level negotiation and deal-making experience, including ownership of complex commercial discussions, pricing structures, and long-term partnership agreements with senior stakeholders.

Demonstrated ability to use data to identify sales opportunities and improve team performance.

Experience collaborating cross-functionally and leading initiatives end to end.

1. Strong customer empathy with a customer-first mindset.
2. Highly organized, proactive, and results-driven.
3. Excellent verbal and written communication skills, with the ability to influence and be credible with senior audiences.
4. Advanced proficiency in one or more of the following: Google Sheets / Excel, Salesforce, SQL is a plus

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): Lisbon, Portugal

Job ID: Uber-154224

Employment Type: OTHER

Posted: 2026-01-27T19:55:18