Head of Account Management, Enterprise Strategic

bout the Role

This role manages a portfolio of Strategic brands within Uber Eats Enterprise Japan. Your day-to-day will range from deep strategic planning and execution to hands-on tasks that ensure the strong growth and success of our largest brands.

This is a key playing-manager role: you will personally manage one to two key accounts while also leading a team of sales managers (AM, CSM, and AC), providing coaching, direction, and leadership.

You'll collaborate closely with cross-functional teams to maximize partner performance. In this role, you won't just impact a client's sales, you will influence their overall digitalization strategy and long-term business evolution.

What the Candidate Will Do

1. Lead and develop the team | Provide coaching, direction, and leadership for a team of sales managers
2. Drive cross-functional strategy | Work with XFN stakeholders to develop strategies to grow, engage, and deliver on Restaurant Partners' core objectives
3. Prioritize and segment | Plan and prioritize your team's focus areas and customer segmentation to ensure high efficiency and attainment of customer objectives, taking a strategic, solutions-based approach
4. Manage performance | Run regular review sessions with your team to track progress against goals, coaching and advising to close any performance gaps
5. Own strategic accounts | Build strong partnerships with the clients you directly manage, driving their digitalization by engaging with C-level executives

Basic Qualifications

1. Proven experience managing complex stakeholder environments, with the ability to influence and align diverse internal and external partners toward shared goals
2. 10+ years of sales experience, including 3+ years of people management experience
3. Strong communication skills in both English and Japanese
4. Strong negotiation and deal-making skills, with demonstrated success driving mutually beneficial commercial outcomes in a fast-paced, ambiguous environment
5. Excellent planning and organizational skills, with the ability to balance long-term strategic thinking with day-to-day executional excellence
6. Solid commercial acumen, including the ability to understand P&L drivers, evaluate trade-offs, and make data-informed decisions to drive growth

Preferred Qualifications

1. Industry background in technology, e-commerce, digital media, or food & beverage
2. Proven ability to thrive in a fast-paced, high-growth environment, with the resilience to adapt to changing priorities
3. Financial acumen with the ability to interpret and act on P&L and commercial data

A few notes:

• I split your "What the Candidate Will Need" header into the two qualification sections you'd already drafted, since the content cleanly maps to Basic/Preferred and the standalone header had no content under it.
• I removed the duplicate "provide coaching, direction and leadership" line that appeared both in About the Role and in What the Candidate Will Do, keeping it in the action-item section where it reads more naturally as a responsibility.
• Qualification #1 in Basic Qualifications is nearly identical in substance to the About the Role intro (managing complex stakeholder environments). Worth deciding if you want to tighten that overlap, or if repetition is intentional for emphasis.

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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.