Enterprise Account Executive

About the Role and Team 

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 You’ll 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

Basic Qualifications 

• 5+ years of experience in B2B sales or partnerships, with a proven track record of consistently meeting or exceeding targets
• Demonstrated success in managing complex, long-cycle deals with multiple stakeholders
• Strong commercial and financial acumen, with the ability to craft compelling value propositions
• Experience influencing and negotiating with senior external stakeholders, including C-level decision-makers
• Excellent verbal and written communication skills, with the ability to tailor messaging for both strategic and operational audiences
• Native-level Japanese and advanced-level English

Preferred Qualifications 

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