Senior New Business Mid-Market Account Executive

About the Role

Sales at Uber means navigating ambiguity, earning trust fast, and solving problems that don’t come with a script. As a Senior Mid-Market Account Executive for Uber for Business (U4B), you aren’t just following a playbook; you are expected to help write it. You will own the full sales lifecycle for companies with 500 to 5,000 employees, transforming complex corporate needs into seamless movement solutions.

This role is for the resilient and the resourceful. You’ll be tasked with building high-value partnerships in a fast-changing environment where the "standard" solution doesn't always exist. It requires a mindset that thrives on ownership—you will be expected to strategically navigate internal
complexity and external friction to close deals that move the needle. If you are energized by the messy reality of doing big things and can stay calm under the pressure of high-stakes negotiations, this is where you’ll grow.

This is a hybrid role - our team collaborates in-person out of our incredible office in São Paulo 3 days/week. We encourage our employees to work from our office on additional days if they desire to do so.

What You’ll Do

• Lead and Navigate Complex Deals: Own the end-to-end sales motion for Mid-Market accounts, moving with urgency and discipline to qualify, educate, and close deals that scale.

• Build Strategic Partnerships: Earn trust quickly with C-suite and key decision-makers, solving their specific business problems by articulating the deep value of the U4B platform.

• Solve Through Ambiguity: Adapt your approach based on shifting market dynamics and client needs—using data to influence outcomes even when the path forward isn't immediately obvious.

• Drive Territory Strategy: Construct and execute sophisticated account and territory plans to consistently exceed your quota and unlock new revenue streams within your book of business.

• Collaborate Cross-Functionally: Navigate internal tension and influence without authority by partnering with Marketing, Product, and Legal teams to unblock deals and shape custom proposals.

• Negotiate with Grit: Stay resilient through tough conversations and pricing pushbacks, crafting creative deal terms that capture value for both the client and Uber.

• Identify and Scale Opportunities: Prospect into high-potential industries with a focus on impact, identifying patterns that allow us to close faster and more effectively.

• Champion Implementation: Partner with post-sales teams to ensure a frictionless launch, ensuring that the promises made during the sales cycle translate into real-world impact for the customer.

Basic Qualifications

• Native or Business Level English Proficiency: Mandatory for navigating global communications and stakeholder management.

• 4+ years of proven experience in sales: Specifically in B2B or SaaS environments, with a track record of managing full-cycle sales motions.

• Proficiency in Salesforce: Experience using CRM data to drive decision-making and pipeline discipline.

• Strategic Planning Experience: Demonstrated ability in building and completing territory and account plans that result in consistent quota attainment.

Preferred Qualifications

• Value-Based Selling Expertise: Experience in consultative sales, moving beyond transactional product-pushing to solve holistic business challenges.

• Systemic Problem Solving: A proven ability to identify and solve architectural gaps in a sales process or territory strategy.

• Negotiation Excellence: Experience in complex, multi-stakeholder negotiations and contract management.

• Adaptability: A history of thriving in high-growth, ambiguous environments where priorities shift rapidly.

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