Head of Exclusives' Account Management, Postmates and West Uber Eats

About the Role

The Head of Postmates and West Uber Eats Exclusives Account Management leads a high-performing, white-glove Account Management team responsible for a curated portfolio of strategic SMB restaurant partnerships, with a core focus in Los Angeles and a footprint that extends across the U.S.

This leader will own the overall performance and retention of our most premium SMB brands across Uber Eats and Postmates—driving growth strategy, elevating executive relationships, and ensuring best-in-class partner experience. You will lead a team of 5+ senior Account Managers, set the strategic goals and operating cadence for the portfolio, and partner cross-functionally to deliver outcomes across expansion and growth, marketing strategy, operational excellence, and renewal negotiations.

This role is both strategic and hands-on: you’ll coach and develop talent, run high-stakes partner engagements, and serve as the escalation point for complex commercial and operational issues. The day-to-day includes frequent in-person partner meetings and leadership-level internal collaboration across Sales, Operations, Marketing, Finance, Legal, Support, and Product/Engineering. This role is a leadership role reporting directly to the General Manager of the West and overseeing our largest geographies and accounts for the US.

This role will be open to candidates in either Los Angeles or San Fransisco

What You'll Do

• Lead and develop a team of 5+ Senior Account Managers delivering white-glove, executive-level account management for a shortlist of the most important SMB restaurant partnerships across Uber Eats and Postmates.

• Own portfolio outcomes end-to-end, including retention, renewals, growth, and partner satisfaction—setting targets, forecasting performance, and driving a consistent, repeatable operating model.

• Establish and maintain a rigorous operating cadence (weekly business rhythm, pipeline reviews, QBR standards, and renewal readiness) that ensures measurable progress across partner health and growth initiatives.

• Serve as the executive escalation point for the portfolio, resolving high-severity partner issues and coordinating cross-functional stakeholders to deliver timely, durable solutions.

• Coach Account Managers on consultative selling, storytelling with data, negotiation strategy, and executive presence—raising the bar on quality of business reviews, pre-reads, and action plans.

• Set the strategy for partner growth, including expansion planning, marketing levers, operational programs, and cross-sell/upsell motions; ensure team execution is grounded in clear ROI and measurable outcomes.

• Lead high-visibility renewal and commercial negotiations for priority partners, guiding strategy from redlines through signature and ensuring internal alignment on risk, profitability, and long-term value.

• Partner closely with Product/Engineering and Operations leadership to identify systemic merchant experience gaps, influence roadmap and process improvements, and scale best practices across the portfolio.

• Drive organizational alignment internally by translating partner needs into clear internal asks, and translating Uber Eats/Postmates priorities into partner-ready narratives that build trust and long-term commitment.

• Recruit, onboard, and ramp talent; build a culture of accountability, craft excellence, and customer obsession.

Basic Qualifications

• 7+ years of B2B account management, customer success, partnerships, or sales experience, including ownership of complex, high-value relationships in a technology-enabled environment.

• 2+ years of people leadership experience managing and developing teams (performance management, coaching, career development, and hiring).

• Proven track record owning the full customer lifecycle across a portfolio, including renewals and complex negotiations through redlines to signature.

• Strong commercial judgment and consultative approach to driving partner growth, retention, and profitability.

• Executive-level communication skills with experience leading structured business reviews, building pre-reads, and aligning senior stakeholders to clear outcomes.

• Strong analytical fluency with the ability to synthesize performance drivers, identify trends, and translate data into strategy and prioritized actions.

• Skilled communicator with attention to detail, advanced organizational skills, and motivation to win in a competitive environment.

• Experience leading cross-functional workstreams with Product, Engineering, Legal, Support, Territory Operations, Finance, Marketing, and Cross-LOB leadership to deliver outcomes for key partners.

Preferred Qualifications

• Deep familiarity with restaurant operations and third-party delivery marketplace dynamics, including levers that drive merchant and eater experience.

• Executive Engagement — Demonstrated ability to own C-suite relationships and run high-stakes engagements that produce clear business outcomes.

• Technical Account Management — Experience managing complex technical workstreams, including custom configurations, integrations, or product feature delivery with internal teams.

• High Visibility Negotiations — Demonstrative success in complex commercial negotiations with priority partners, balancing risk, profitability, and long-term strategic value.

• Experience building or scaling a “premium” or “strategic accounts” program, including playbooks, operating cadences, and quality standards.

• Experience operating in a field-forward environment with regular in-person meetings and on-site partner engagement.

For Los Angeles, CA-based roles: The base salary range for this role is USD$157,000 per year - USD$174,000 per year.

For San Francisco, CA-based roles: The base salary range for this role is USD$174,000 per year - USD$193,000 per year.

For all US locations, you will be eligible to participate in Uber's bonus program, and may be offered an equity award, sales bonuses & other types of comp. All full-time employees are eligible to participate in a 401(k) plan. You will also be eligible for various benefits. More details can be found at the following link https://jobs.uber.com/en/benefits.

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 fuels progress. What moves us, moves the world - let's move it forward, together.

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.

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.