Enterprise Account Executive, Airlines Vertical, Uber for Business

About the Role

Sales at Uber for Business means navigating ambiguity, earning trust fast, and solving problems that don’t come with a script. In this role, you’ll join the Airlines sales team to manage the high-stakes, messy reality of the Latin American market. It’s not about pushing a product; it’s about building long-term partnerships and figuring out how Uber’s platform can solve complex logistical challenges for some of the world’s largest airlines.

The pace here is intense and the stakes are high. You will lead the end-to-end sales motion—from creative prospecting in whitespace accounts to high-stakes contract negotiations with C-suite stakeholders. We are looking for someone who stays calm under pressure, acts with extreme ownership, and is energized by the challenge of building a territory from the ground up. If you are resilient, resourceful, and ready to move the real world, this is where you’ll grow.

This is a hybrid role—our team collaborates in person out of our incredible office in São Paulo 3 days/week. We encourage our employees to work from our office on additional days if they desire to do so.

What You’ll Do

• Navigate and Build: Creatively prospect into large-scale airline accounts across the Latin America region, turning high-level industry trends into actionable sales pipelines.

• Own the Outcome: Lead and coordinate the full end-to-end sales motion for enterprise-level customers, including qualification, education, pricing, and complex contract negotiations.

• Earn Trust Fast: Build strategic relationships with senior decision-makers, uncovering their core business initiatives and mapping them back to Uber’s solutions.

• Scale through Complexity: Develop comprehensive territory and account plans to break into large new accounts while simultaneously growing and retaining an existing book of business.

• Collaborate and Influence: Work cross-functionally with operations, marketing, product, and legal teams to resolve blockers and deliver proposals that scale.

• Stay Disciplined: Maintain high accountability for your pipeline by providing accurate weekly forecasts and participating in quarterly business reviews (QBRs).

• Adapt and Pivot: Continuously assess evolving customer needs in a fast-changing market, adjusting your value proposition as the global airline industry shifts.

Basic Qualifications

• Minimum 5 years of experience in full-cycle B2B sales: prospecting, pitching, and closing.

• Experience selling to global enterprise or mid-market accounts.

• Experience with growth-on-existing accounts and long-term relationship management.

• Language Proficiency: Fluent in English, Spanish, and Portuguese to effectively manage the Latin American region.

Preferred Qualifications

• Industry Expertise: A deep understanding of the global airline industry landscape, customer priorities, and market trends.

• Sales Lifecycle Mastery: Proven success delivering to an annual forecast in new license or revenue sales within an "Anything-as-a-Service" (XaaS) or consumption-based tech environment.

• Trait-Based Excellence: A systems thinker who is meticulous, adaptable, and motivated by solving "un-scripted" problems in a fast-paced environment.

• Stakeholder Navigation: Demonstrated ability to manage multiple stakeholders with conflicting priorities during complex sales processes.

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.