Sales Account Executive

A bout the Role As an Account Executive, you will be responsible for expanding Uber Eats' restaurant selection by acquiring high-quality SMB partners and driving deals from first contact to First Trip. This role requires strong negotiation skills, the ability to identify high-potential restaurants, and the judgment to balance quality and volume in complex, competitive geographies. You will own your funnel end-to-end: prospecting, qualification, pitching, negotiation, contracting, and early-life follow-up to ensure merchants activate successfully and remain engaged from day one. This role is ideal for sellers who are analytical, disciplined operators and strategic negotiators, not just activity-driven closers. This is a field-based role; assigned territories may vary and may differ from the candidate's city of residence. Willingness to travel as needed is required. What The Candidate Will Need / Bonus Points What the Candidate Will Do Build and Manage a High-Quality Funnel Independently design your weekly funnel construction plan to consistently close ~20 restaurants per month. Source, qualify, and prioritize restaurants using geo insights, density logic, competitive dynamics, demand potential, and operational readiness. Maintain a healthy stage distribution and ensure deals move with speed and clarity. Run Complex Negotiations Lead multi-step negotiations that balance unit economics, merchant expectations, and long-term value—especially in competitive or price-sensitive segments. Structure offers based on merchant type (SMB anchors, multilocations, long-tail SMBs). Prospect Strategically Use street prospecting, referrals, targeted outreach, and data-driven prioritization—not just lists—to identify high-potential merchants. Quickly identify restaurants that can drive incremental trips, category variety, and geo density. Master Pipeline & Salesforce Hygiene Maintain a clean, accurate, inspection-ready pipeline in Salesforce at all times. Log discovery insights, objections, pricing details, next steps, and reasons for loss. Update forecasts weekly with discipline and accuracy. Drive Day-1 Retention Through Activation Quality Ensure new merchants meet basic readiness standards (menu, photos, devices, delivery expectations) before launch. Provide structured follow-up during the first 28 days to support their early performance. Identify early churn signals and intervene proactively. Deliver Volume with Quality Balance quantity (target FT/month) with quality (category fit, demand potential, menu quality & GBs). Build a mix of SMBs and multilocations based on territory needs and strategic density. Represent Uber Eats with Excellence Build trusted relationships with restaurant owners and decision makers. Exhibit a strong understanding of merchant economics and our marketplace. Be a brand ambassador in the field every day. Basic Qualifications 3+ years of full-cycle sales experience in SMB, field sales, or high-velocity B2B environments, with a proven ability to own deals end-to-end—from prospecting to close and activation. Consistent track record of meeting or exceeding monthly acquisition targets (≈15-20+ deals/month), including self-sourced pipeline, negotiation, and post-close activation. Strong Salesforce discipline and data-driven mindset, with hands-on experience using SFDC to manage pipeline health, stage progression, forecasting accuracy, and deal hygiene. Soft Skills Preferred Qualifications: Highly organized, structured, and disciplined. Strategic thinker: balances volume targets with marketplace quality. Comfortable in fast-paced, ambiguity-heavy environments. Strong communication and objection-handling skills.Team-first mindset with a desire to improve processes and share best practices. Required Skills & Experience 3+ years in full-cycle sales, ideally in SMB or high-velocity B2B environments. Proven track record of closing 15-20+ deals per month or equivalent productivity. Strong negotiation experience: pricing, incentives, and multi-stakeholder deals. Experience building your own pipeline, not just working assigned leads. Ability to identify high-potential merchants using logic (location, category, demand fit). Mastery of CRM tools (Salesforce preferred) with excellent documentation habits. Experience working in field sales or hybrid field → phone models. Analytical mindset: ability to draw insights from data to prioritize and improve conversion. Success Attributes Customer Centricity Market and Platform Expertise Negotiation & Deal-Making Sales Lifecycle Management Stakeholder Management Uber Values Case Study #J-18808-Ljbffr