Enterprise Account Executive

Enterprise Account Executive — Uber Eats Japan

About the Role

As an Enterprise Account Executive, you'll play a leading role in bringing Japan's top restaurant brands onto the Uber Eats platform. You will own the full sales cycle, identifying, pitching, and closing partnerships with high-potential enterprise and national restaurant groups, working across HQ and franchisee decision-makers. This is a high impact, highly visible role. You'll work closely with internal partners across Strategy, Legal, Sales Ops, and Marketing. You'll engage and negotiate externally with C-level stakeholders to deliver long-term value and meaningful merchant outcomes. You'll also contribute to the overall sales motion and commercial playbook as we scale this newly formed function.

What the Candidate Will Do

• Identify and pursue: National and regional brand opportunities that align with Uber Eats' long-term merchant strategy.
• Build and manage: A pipeline of enterprise leads, balancing fast-turn wins with long-cycle strategic pursuits.
• Lead end-to-end deal execution: Including value proposition development, negotiation, and contract closure.
• Collaborate with cross-functional teams: Legal, Product, Finance, Marketing, to create compelling, customized proposals.
• Act as a trusted advisor: To senior external stakeholders, articulating Uber Eats' unique value to each brand.
• Help shape the commercial strategy: For Enterprise Acquisition in Japan by bringing market feedback into our planning cycles.

What the Candidate Will Need

• Sales Track Record: 8+ years of experience in B2B sales or partnerships, with a proven track record of consistently meeting or exceeding targets.
• Deal Complexity: Demonstrated success managing complex, long-cycle deals with multiple stakeholders.
• Commercial Acumen: Strong commercial and financial acumen, with the ability to craft compelling value propositions.
• Executive Negotiation: Experience influencing and negotiating with senior external stakeholders, including C-level decision-makers.
• Communication Skills: Excellent verbal and written communication skills, with the ability to tailor messaging for both strategic and operational audiences.
• Language Skills: Native-level Japanese and business-level English (written and spoken).

Bonus Points

• Industry Background: Experience in food delivery, enterprise SaaS, retail technology, or FMCG industries.
• Matrixed Org Navigation: Familiarity with navigating matrixed organizations and cross-functional sales execution.
• Tooling: Experience working with CRM and sales reporting tools (e.g., Salesforce, Tableau).
• GTM Design: Prior involvement in designing or shaping new go-to-market playbooks or commercial models.
• Market Knowledge: Strong understanding of Japan's national restaurant landscape and digital transformation trends.

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Ready to Ride?

This isn't the kind of place where you follow a playbook — it's where you help write one. If you're driven by impact, energized by challenge, and ready to shape how the world moves — we'd love to hear from you.

You may be eligible for bonuses, equity, and other compensation, as well as a range of benefits. Explore our benefits.

Offices remain key to collaboration and Uber's culture. Unless approved for full remote work, employees must spend at least 50% of their time in-office. Some roles, like those at greenlight hubs, require full-time in-office presence. Ask your Recruiter for details about this role's requirements.

Uber is proud to be an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you have a disability or special need that requires accommodation, please let us know by completing this form.