Sales Account Executive

**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.
- 1. 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.

2. 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).

3. 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.

4. 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.

5. 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.

6. 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.

7. 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**
- 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.

**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