Enterprise Account Executive

Enterprise Account Executive — Uber Eats Japan

About the Role

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 the Candidate Will 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.

What the Candidate Will Need

• Sales Track Record: 8+ years of experience in B2B sales or partnerships, with a proven track record of consistently meeting or exceeding targets.
• Deal Complexity: Demonstrated success managing complex, long-cycle deals with multiple stakeholders.
• Commercial Acumen: Strong commercial and financial acumen, with the ability to craft compelling value propositions.
• Executive Negotiation: Experience influencing and negotiating with senior external stakeholders, including C-level decision-makers.
• Communication Skills: Excellent verbal and written communication skills, with the ability to tailor messaging for both strategic and operational audiences.
• Language Skills: Native-level Japanese and business-level English (written and spoken).

Bonus Points

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

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