Mx Sales Account Executive

**About the Role****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.- **What You'll Do**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- **Basic Qualification**- **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.- Preferred Qualifications- **What You'll Need****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.**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.**Success Attributes**Customer Centricity Market and Platform Expertise Negotiation & Deal-Making Sales Lifecycle Management Stakeholder Management Uber Values Case Study