Sr Commercial Lead EMEA, Uber Direct

About the Role

This role will be a part of the EMEA Direct team and will be based either in Paris or in Amsterdam. It will be working very closely with all EMEA Direct country teams, as well as with the Eats and Retail marketplace teams, and cross-functional counterparts (Product, Legal, Employment, CommOps, etc).

As the EMEA Commercial Lead for Uber Direct, you will be owning all multi-country commercial discussions for the region, at any stage of the merchant lifecycle.

You’ll play a critical role in accelerating our go-to-market through addressing a pipeline of multi-country potential partners and driving deal-making across verticals. You will also manage deal extension to additional countries, as well as multi-country renegotiation to ensure we grow our partnership with each merchant, leveraging our large geographical footprint. You’ll be responsible for the full sales cycle (from prospection to deal closing), collaborating closely with respective Direct country teams. You will be responsible for negotiating the right terms with each partner to ensure consistency on the market and balance our profitability overall. You’ll liaise with Partner Engineer and local Customer Success Manager team to ensure the operational & technical onboarding of our merchants goes well and hand over the relationship after the first delivery. You will play a leadership role on a cross-functional team, executing towards our vision and strategy of connecting e-commerce to final consumers. You will collaborate across internal teams including product, finance, legal, compliance, and operations to build the most compelling value proposition for our customers!

What You Will Do

This is an individual contributor position.

As the EMEA Commercial Lead for Uber Direct, a strategic role to support the growth of the EMEA business, you will:

• Develop go-to-market strategy to grow pipeline and identify opportunities to break into whitespace accounts for Uber Direct, with multi-country focus. Prospect into high-value accounts that are ideal targets for Uber Direct with wide coverage across EMEA
• Build strategic relationships to gain positioning with decision-makers while driving growth of new and existing Direct business
• Lead complex commercial engagements, including managing RFQs and RFPs from Enterprise clients, and aligning internal product and operational capabilities with client requirements. Craft and deliver compelling commercial proposals tailored to prospective partners’ needs to drive adoption and business growth, in collaboration with local Direct country teams.
• Communicate the value of the Uber Direct to Enterprise prospects and customers. Seek and achieve logistics, same-day delivery, delivery as a service industry knowledge to have enriching conversations with Enterprise Accounts.
• Contribute to Uber Direct offering improvement- Identify ways to develop further Uber Direct offering to answer partner’s needs and build business case to unlock ops & product development
• Partner cross-functionally with key internal stakeholders—including Legal, Finance, Compliance, Operations, and Product—to align on priorities and ensure seamless deal execution. Influence product and operational roadmap planning by advocating for merchant needs and surfacing data-backed business cases for enhancements.
• Monitor commercial and operational performance, ensuring visibility into pipeline health, reporting progress against growth targets, and improving efficiency for scalable growth. Monitoring operational reliability and driving continuous improvement for merchant and end-customer needs, in collaboration with the Operations team.

What You Will Need

• Min 7 years of experience in Sales or Business Development or Account Management in a start-up / scale-up or e-commerce /digital department of a large retailer or growing a business or other relevant experience (ideally with exposure to long sales cycles and/or complex negotiations)
• Expertise on the full sales cycle: prospecting, pitching & closing, preferably but not necessarily in a logistics, delivery, B2B, or last-mile environment
• Experience in negotiation and complex deal-making
• Great business acumen and judgment. Comfortable dealing with financial information and thoughtful about overall strategic choices
• Empathetic when dealing with different people; able to quickly build relationships with external and internal partners
• Experience in influencing multi-country and x-functional teams, setting the right expectations and objectives and driving projects toward success
• Appetence for operational and tech topics
• Entrepreneurial mindset and pro-activity
• High adaptability to change and ability to execute quickly
• Full proficiency in English and ideally French

Preferred Qualifications

• Industry knowledge in the on-demand / same-day delivery space
• Experience operating within matrixed or global organizations with complex stakeholder environments

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.