Head of Strategic Channel Development, Uber Eats Japan

About the Role

We are seeking a high-performing, entrepreneurial Head of Strategic Channel Development to drive and scale our largest indirect sales channel in Japan. This is a critical leadership role responsible for managing a team of three, owning our most strategic CSP relationships, and doubling the impact of this channel over the next 12 to 18 months.

In a country where relationships, trust, and hyper-local expertise matter, our CSPs are force multipliers, and extend our reach where we cannot go directly. Your role will be to accelerate this growth engine by optimising partner performance, strengthening internal processes, and ensuring we win in the market through local excellence.

Your Impact in Role:

• Drive acquisition targets | Own and exceed acquisition targets by developing data-driven sales strategies and ensuring consistent execution across teams.
• Develop and execute the CSP growth strategy | To double the channel’s contribution to merchant acquisition, activation, and revenue in Japan.
• Lead strategic partner relationships | This will include joint business planning, performance reviews, and the co-creation of incentive programmes.
• Manage and grow a high-performing team of three | Fostering a culture of ownership, operational excellence, and continuous improvement.
• Design and implement scalable partner processes | This includes onboarding, support models, and enablement tools to improve partner productivity and retention.
• Collaborate cross-functionally | With Sales Operations, Legal, Marketing, Finance, and regional stakeholders to optimise systems and remove operational friction.
• Represent the voice of CSPs within Uber | Advocating for market-specific needs with product and central teams to ensure our model remains competitive and effective.

The Experience You’ll Bring:

• Five to eight years of experience in sales, partnerships, channel strategy, or business development, ideally in a high-growth or operationally complex environment
• Proven track record of managing a team and delivering business outcomes end to end
• Strong analytical and strategic thinking skills, with experience using data to drive decision-making
• Excellent communication and influencing skills, with the ability to align diverse stakeholders in a matrixed organisation
• Deep understanding of Japanese business culture and regional market dynamics
• Professional proficiency in both Japanese and English

Preferred Qualifications

• Experience leading or scaling channel sales programmes or partner ecosystems
• Prior exposure to working with start-up or SME partners in fragmented or relationship-led markets
• Familiarity with performance-based incentive design and partner enablement tooling
• Experience working cross-functionally with product, legal, finance, or operations teams in an international context
• Prior experience in the food delivery, logistics, or tech platform space

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.