Head of SMB

About the Role

We're looking for a strategic leader to build and lead our merchant strategy and sales organization. You'll be responsible for driving merchant growth, developing high-performing teams, and shaping the future of food delivery in Japan. This role combines strategic vision with hands-on sales leadership, requiring someone who can execute in short-term sprints while maintaining long-term focus.

What You'll Do

Team Leadership

• Recruit, coach, and lead a high-performing team of strategy and sales professionals
• Build a motivated team culture grounded in psychological safety, authenticity, and enablement
• Provide comprehensive leadership that upholds Uber Values
• Foster collaboration with cross-functional partners including operations, marketing, product, finance, and customer support

Merchant Strategy & Growth

• Develop and execute scalable merchant growth strategies aligned with business objectives
• Analyze market trends, competitor activities, and customer feedback to refine strategy
• Prepare strategic presentations with actionable insights for executive reviews
• Lead Joint Business Planning discussions with mid-market merchants

Sales Leadership

• Build and inspire a sizeable sales team to acquire and deepen merchant partnerships across multiple products
• Establish a solution-based account management culture focused on development, integrity, and results
• Set ambitious sales targets and monitor performance through data-driven analysis
• Build long-lasting relationships with key merchant partners through executive coverage
• Partner with operations and product teams to shape the future of food delivery

Merchant Experience

• Implement data-driven analytics to improve merchant quality and experience
• Optimize onboarding, support, and compliance processes

What You'll Need

• 10+ years in general management, consulting, or strategic sales with experience leading teams of 30+
• Business-level Japanese (advanced) and fluent English
• 8+ years working in Japan
• Proven ability to build motivated teams through coaching and enablement
• Strong strategic thinking with the ability to translate data into actionable insights
• Excellent business judgment and ability to establish priorities quickly
• Ability to balance short-term execution with long-term vision, and local priorities with global alignment
• Experience in matrixed environments with cross-functional stakeholders
• Strong organizational and project management skills

Bonus Points

• MBA

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