Director, Account Management, Sr. Territory Lead-NYC

About the Role & Team

The Director, Account Management, Sr. Territory Lead role is focused on accelerating the commercial growth of our Uber Eats merchant partners in New York City—our most critical, fast-paced, and competitive market globally. NYC represents one of the highest density and highest demand delivery ecosystems in the world, where consumer expectations, restaurant competition, and operational complexity are unmatched. In this environment, you’ll establish and lead a high-performing Account Management function, translating global strategy into sharp, local execution that drives growth, retention, and relevance across a dynamic and ever-evolving merchant base.

You’ll partner closely with Acquisition and Operations teams to ensure we’re not only expanding our footprint, but winning with the right restaurants and consumers in a market defined by speed, selection, and service quality. Success requires turning constant market signals into clear, actionable strategy—bringing structure to complexity and leading with urgency in a real-time marketplace.

You will own the team’s book of business, forecast accuracy, and the development of frontline leaders and their teams. It will require you to get in front of our largest SMB and Mid-Enterprise restaurant owners to build relationships and negotiate with the top of your team’s book. This role demands a hands-on, resilient operator who thrives in high stakes environments—someone who can navigate NYC’s unique challenges while shaping how one of Uber’s most important markets continues to scale. Your impact will be immediate and visible, influencing how thousands of restaurants succeed on our platform and how we win in the most important delivery market in the world.

What You’ll Do

• Lead and coach a large team of Account Managers and Managers of Account Managers across New York City, setting performance standards to execute complex commercial strategies for retention and growth.
• Develop and implement the commercial strategy for New York City, aligning sales plans with regional business objectives to exceed SMB and strategic restaurant expansion targets.
• Build vision and strategy for maintaining consumer preference in your region. New York City is uniquely a 3-player race when it comes to competition, and this strategy may require a street-by-street approach.
• Own the commercial performance across all market sides (merchant, courier, eater) in partnership with the Operations team, leveraging data and operational rigor to drive predictable revenue expansion.
• Drive cross-functional Stakeholder Engagement & Alignment with Product, Operations, and Customer Success to unblock deals and ensure the merchant experience informs our roadmap and Go-to-Market strategy.
• Serve as a player-coach on high-stakes, executive-level account engagement, modeling value-based selling and the Perseverance & Creativity needed to navigate ambiguous or challenged accounts.

Basic Qualifications

• Minimum 10+ years of relevant, hands-on experience in B2B Account Management or Expansion Sales
• Minimum 5+ years experience managing, coaching & developing people leaders
• Experience leading a client-facing, quota-carrying team.
• A Bachelor's degree in Business, Finance, or a related technical field, or equivalent professional experience.

Preferred Qualifications

• 3+ years of experience of P&L management including experience negotiating and closing deals while being held to tight budget constraints
• Demonstrated experience in a marketplace business, specifically navigating the scale and complexity of SMB and/or enterprise platforms
• Data-driven decision-making orientation and strong analytical thinking
• Disciplined organizational, prioritization and project management skills

For New York, NY-based roles: The base salary range for this role is USD$239,000 per year - USD$265,500 per year.

You will be eligible to participate in Uber's bonus program, and may be offered an equity award & 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.