Enterprise Account Executive

Enterprise Account Executive — Uber Eats Japan

About the Role

As an Enterprise Account Executive, you'll play a leading role in bringing Japan's top restaurant brands onto the Uber Eats platform. You will own the full sales cycle, identifying, pitching, and closing partnerships with high-potential enterprise and national restaurant groups, working across HQ and franchisee decision-makers. This is a high impact, highly visible role. You'll work closely with internal partners across Strategy, Legal, Sales Ops, and Marketing. You'll engage and negotiate externally with C-level stakeholders to deliver long-term value and meaningful merchant outcomes. You'll also contribute to the overall sales motion and commercial playbook as we scale this newly formed function.

What the Candidate Will Do

• Identify and pursue: National and regional brand opportunities that align with Uber Eats' long-term merchant strategy.
• Build and manage: A pipeline of enterprise leads, balancing fast-turn wins with long-cycle strategic pursuits.
• Lead end-to-end deal execution: Including value proposition development, negotiation, and contract closure.
• Collaborate with cross-functional teams: Legal, Product, Finance, Marketing, to create compelling, customized proposals.
• Act as a trusted advisor: To senior external stakeholders, articulating Uber Eats' unique value to each brand.
• Help shape the commercial strategy: For Enterprise Acquisition in Japan by bringing market feedback into our planning cycles.

What the Candidate Will Need

• Sales Track Record: 8+ years of experience in B2B sales or partnerships, with a proven track record of consistently meeting or exceeding targets.
• Deal Complexity: Demonstrated success managing complex, long-cycle deals with multiple stakeholders.
• Commercial Acumen: Strong commercial and financial acumen, with the ability to craft compelling value propositions.
• Executive Negotiation: Experience influencing and negotiating with senior external stakeholders, including C-level decision-makers.
• Communication Skills: Excellent verbal and written communication skills, with the ability to tailor messaging for both strategic and operational audiences.
• Language Skills: Native-level Japanese and business-level English (written and spoken).

Bonus Points

• Industry Background: Experience in food delivery, enterprise SaaS, retail technology, or FMCG industries.
• Matrixed Org Navigation: Familiarity with navigating matrixed organizations and cross-functional sales execution.
• Tooling: Experience working with CRM and sales reporting tools (e.g., Salesforce, Tableau).
• GTM Design: Prior involvement in designing or shaping new go-to-market playbooks or commercial models.
• Market Knowledge: Strong understanding of Japan's national restaurant landscape and digital transformation trends.

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.