Expansion Account Executive (Franchisee)

About the Role

This role is responsible for expanding our merchant partner base by identifying and onboarding qualified restaurants to Uber Eats. You will manage the entire end-to-end process from lead generation, contract negotiation, and system setup, all the way to a merchant's "First Trip" (FT).

Through consultative sales, site visits, and skilled negotiations, you will persuade prospective brand outlets and franchisees to join the platform, helping them scale their delivery operations and reach more customers. Beyond business development, you will drive the onboarding and activation workflow—including contract execution, account creation, documentation, technical configuration, and product implementation—ensuring merchants are fully operational and ready to accept orders.

You will collaborate closely with Expansion (AM), Merchant Ops, and Customer Success (CSM) teams to support the rollout of large-scale chain brands and franchise systems, while also executing growth-related projects as needed. We are looking for a results-driven, execution-oriented individual with a "hunter" mindset who excels at stakeholder management and thrives in cross-functional environments.

What You’ll Do

• Business Development: Identify and acquire high-potential restaurants, brand outlets, and franchisees that are not yet on the platform—including independent stores within existing partner chains—to expand our high-quality merchant network.
• Consultative Sales: Engage merchants via phone, messaging, email, and on-site visits to understand their operational pain points and effectively communicate the value proposition of Uber Eats.
• End-to-End Onboarding: Manage the full activation lifecycle, including account setup, document verification, system configuration, and pre-launch preparation, ensuring a seamless transition to the "First Trip" milestone.
• Chain & Franchise Support: Coordinate the onboarding timeline for large chain brands; proactively track, follow up, and visit prospective outlets to secure contracts and expedite activation.
• Product Implementation: Support the rollout of new products (e.g., Direct/Premium services) to existing merchants, ensuring successful adoption and timely activation.
• Operational Support: Provide initial support for new partners, including platform navigation, menu management, promotion setup, and basic troubleshooting to lower barriers to entry during their first few weeks.
• Cross-functional Collaboration: Partner with Merchant Ops, Expansion (AM), and CSM teams to identify bottlenecks in the onboarding process and resolve issues, ensuring a smooth experience from lead acquisition to launch.
• Field Operations: Conduct on-site visits for partner education, technical setup, order-flow testing, and basic issue resolution to ensure merchants are fully equipped for launch.

What You’ll Need

• Experience: 2+ years of work experience in B2B sales, business development, channel management, or customer success.
• Sales Acumen: Proven ability to understand client needs, articulate platform value, and close deals. Strong capability in driving opportunities through the pipeline despite resistance.
• Results-Oriented: A resilient, goal-driven mindset with the ability to maintain momentum and achieve targets in a fast-paced environment.
• Communication Skills: Exceptional interpersonal skills; comfortable with both remote communication (phone/email/IM) and face-to-face site visits.
• Customer-Centric: A patient and service-oriented approach, with a knack for helping merchants overcome technical or operational uncertainty.
• Agility: Ability to thrive in a high-growth, fast-changing environment; highly effective at multi-tasking and prioritizing across sales, onboarding, and project management.
• Teamwork: Demonstrated experience in cross-functional collaboration to resolve blockers and drive merchant success.
• Technical Proficiency: Strong proficiency in Google Sheets/Excel (e.g., Pivot Tables, VLOOKUP, filters). SQL proficiency is a plus.