Sales Account Executive XALAPA

About 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 in Xalapa.
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
Required Skills & Experience

• 3+ years in full-cycle sales, ideally in SMB or high-velocity B2B environments.
• Proven track record of closing 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.

Soft Skills

• 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.

Preferred 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.

Success Attributes
Customer Centricity Market and Platform Expertise Negotiation & Deal-Making Sales Lifecycle Management Stakeholder Management Uber Values Case Study