Head of Account Management, Enterprise Large

#Greatmindsdontthinkalike Thank you for your interest in a job opportunity at Uber Japan! We take pride in our diversity and working environment that sees you as more than just a person that can do the job, but an outstanding individual that can level up our organization with a perspective only you can offer. Uber provides an equal opportunity to encourage all employees to share their thoughts.

About the Role

The Enterprise-Large (ENT-LRG) team’s mission is to drive sustainable growth and achieve key performance indicators for nationwide restaurant chains and major virtual restaurant (VR) developers on Uber Eats.

This is a high-impact leadership role requiring advanced business development, negotiation, and strategic deal-making capabilities. You will be responsible for building and maintaining influential relationships with C-level executives externally, while internally navigating complex cross-functional (XFN) landscapes to secure budgets and resources.

As a leader of a team of 10+ FTEs (including Senior Account Managers and Account Coordinators), success in this role is measured by sales incentive attainment, OKR delivery, and maintaining high team engagement scores (Pulse Survey).

Key Stakeholders:

• Internal: Product, Operations, and Marketing teams.
• External: C-level executives at major enterprise brands and VR developers.

Your Impact in Role

• Team Leadership: Build and mentor a high-performing team of 10+ employees. Foster a culture of accountability, professional growth, and performance excellence.
• Strategic Engagement: Lead C-level negotiations and long-term partnership strategies with major nationwide accounts to ensure consistent KPI achievement.
• Resource Advocacy: Align with internal cross-functional partners to secure the necessary budgets and resources required to execute the team’s strategy in line with global company goals.
• Sales Excellence: Drive the end-to-end commercial strategy, from identifying market trends to executing go-to-market (GTM) plans that hit aggressive growth targets.

The Experience You'll Bring

Basic Qualifications

• Experience: 5+ years of experience in people management, with a proven track record of leading teams of 5–10+ members.
• Strategic Sales Leadership: Demonstrated ability to develop and execute commercial strategies and GTM plans. You should have a consistent track record of achieving sales targets and driving revenue growth.
• Data-Driven Decision Making: Ability to analyze market trends and complex data sets to inform strategy and improve operational efficiency.
• Stakeholder Management: Exceptional internal and external stakeholder management skills, with experience acting as a "trusted advisor" to C-level clients.
• Coaching & Development: Proven ability to coach senior Account Managers, manage succession pipelines, and drive solution adoption across a portfolio.

Preferred Qualifications

• Industry Expertise: Experience leading high-performing teams within a fast-paced technology, e-commerce, or food-tech environment.
• Strategic Solution Selling: Deep understanding of solution-based selling and driving customer retention in the enterprise space.
• Cross-Functional Navigation: Experience working closely with Product and Operations teams to translate client needs into product improvements.
• Adaptability: Ability to thrive in a "Gogetit" environment, balancing high-level strategy with hands-on execution.

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.