SMB Territory Lead

About the Role

Uber Eats is looking for a Territory Lead to drive commercial growth and lead a high-performing Account Management team responsible for a portfolio of over 500 Hero and Mid-Size restaurant partners.

In this role, you will own the territory's commercial strategy, identifying growth opportunities, strengthening partner retention, and driving the adoption of Uber Eats' commercial solutions. You will translate business priorities into actionable plans, leverage data to guide decisions, and ensure consistent execution across cities and customer segments.

The ideal candidate is a strategic, data-driven commercial leader with strong negotiation skills, a hands-on leadership style, and a proven ability to develop teams, manage large portfolios, and deliver sustainable business results.

What You'll Do

1. Own the Territory's Commercial Strategy

• Define and execute growth strategies across a portfolio of 500+ restaurant partners, prioritizing opportunities by city, segment, and business potential.
• Translate commercial objectives into measurable targets, clear action plans, and execution priorities.
• Leverage market insights, performance data, and commercial judgment to drive sustainable and profitable growth.

2. Lead and Develop a High-Performing Team

• Lead, coach, and develop Account Managers, fostering a culture of accountability, collaboration, and high performance.
• Strengthen team capabilities in consultative selling, negotiation, portfolio management, and strategic account planning.
• Monitor performance, address development opportunities, and build a strong talent pipeline through continuous feedback and coaching.

3. Drive Portfolio Growth and Partner Retention

• Identify opportunities to increase restaurant sales, strengthen engagement, and expand adoption of commercial solutions, including advertising and promotions.
• Guide Account Managers in developing tailored growth plans and delivering value-driven commercial conversations.
• Proactively identify churn risks and implement retention strategies to strengthen long-term partnerships.
• Lead strategic negotiations and build relationships with key restaurant owners and decision-makers.

4. Drive Data-Driven Performance and Operational Excellence

• Monitor key commercial KPIs, including portfolio growth, retention, product adoption, and team productivity.
• Translate data into actionable insights to prioritize investments, improve performance, and maximize commercial impact.
• Develop scalable playbooks, processes, and tools to improve Account Management effectiveness and execution.
• Leverage AI and automation to identify growth opportunities, streamline workflows, and enable more strategic partner engagement.

5. Collaborate Across Teams and Markets

• Partner with cross-functional stakeholders to align commercial initiatives with broader business priorities.
• Represent restaurant partner needs and translate local market insights into actionable business recommendations.
• Maintain a strong presence across the territory through team coaching, partner meetings, and market visits.

What You'll Need

Basic Qualifications

• At least 7 years of relevant experience in Account Management, Business Development, Consultative Sales, Commercial Strategy, or related commercial roles.
• Proven experience leading and developing commercial teams, with a track record of achieving business targets.
• Demonstrated success driving portfolio growth, customer retention, and commercial performance.
• Strong analytical and problem-solving skills, with the ability to translate data into actionable commercial strategies.
• Excellent negotiation, relationship management, and stakeholder influencing skills.
• Ability to manage competing priorities, make data-driven decisions, and execute effectively in a fast-paced environment.
• Strong communication skills and proficiency in English and Spanish.
• Willingness to travel within the territory for team coaching and partner meetings.

Preferred Qualifications

• Experience in technology, marketplaces, e-commerce, digital advertising, or the restaurant industry.
• Experience managing large-scale SMB portfolios and developing differentiated commercial strategies by customer segment.
• Familiarity with CRM platforms, commercial analytics, and performance management tools.
• Experience leading commercial initiatives across multiple cities or markets.
• Experience leveraging AI tools to improve commercial efficiency, productivity, or decision-making.