Director – Head of Commercial

About the Team

Uber’s Delivery business is transforming the way people access what they need, when they need it. What began with restaurant food delivery has evolved into a broader local commerce platform spanning Restaurants, Grocery & Retail, and Uber Direct — enabling merchants of all sizes to reach consumers and power their own delivery experiences.

CASA (Central America and South America regions - excluding Brazil and Argentina) is one of Uber Delivery’s fastest-growing and most strategically important markets in LATAM. After significant growth in the last couple of years, the next phase will turn that scale into an even stronger, more differentiated marketplace. Our commercial strategy focuses on building the best selection for consumers, accelerating merchant acquisition and expansion, and densifying our footprint across the region. At the same time, we are continuing to scale newer growth areas including Grocery & Retail and Uber Direct, while helping our existing merchant partners grow through stronger account management, advertising, offers, and new products.

The CASA Commercial team sits at the center of this ambition. Spanning acquisition and account management across SMB, Enterprise, and strategic partners, the organization builds the merchant ecosystem that will power Uber’s next stage of growth in the country. The team works closely with Operations, Strategy, Marketing, Finance, Product, and the broader LATAM organization to translate CASA’s growth strategy into execution at city, category, and partner level.

About the Role

The Head of Commercial is the senior commercial leader for Uber’s Delivery business in CASA, with responsibility for the full merchant lifecycle and commercial growth strategy across Restaurants, Grocery & Retail, and Uber Direct in 8 LatAm countries, leading 160 people

This is a broad business leadership role combining new business acquisition, account expansion, and strategic partnerships. You will determine where and how we grow our merchant base, ensure we have the right selection for consumers, deepen and expand our relationships with existing partners, and identify new commercial opportunities that accelerate the growth of Uber’s Delivery ecosystem.

You will lead a multi-tier organization spanning sales and account management, from SMB through Enterprise, and will be accountable for building a high-performing commercial engine capable of delivering both near-term revenue targets and sustainable long-term growth.

You will also personally engage in the country’s most important commercial relationships and negotiations, representing Uber with senior executives at major restaurant, grocery, retail, and other enterprise partners.

We are looking for a highly commercial and analytical business leader who can move seamlessly between strategy and execution: someone who can set the commercial direction for CASA, translate it into clear priorities and operating mechanisms, develop outstanding leaders and teams, and personally dive into the most important opportunities when required.

What You’ll Do

• Own the commercial strategy for CASA, setting the vision, priorities, and execution plan across Restaurants, Grocery & Retail, and Uber Direct to deliver ambitious growth and revenue targets.
• Lead the full merchant lifecycle, from prospecting and acquisition through onboarding, account development, retention, expansion and renewal, ensuring a joined-up commercial strategy across new and existing business.
• Build and lead a world-class commercial organization, spanning acquisition sales and account management across SMB, mid-market, Enterprise and strategic accounts.  
• Lead, inspire, and develop a large commercial organization (~160 people), leading through managers and senior leaders across acquisition and account management. Build a strong leadership bench and own the organization's development, growth, and performance, creating a high-performing culture where talent can thrive and advance.
• Accelerate merchant acquisition and selection, identifying the partners and categories most important to consumers and developing differentiated strategies to win them onto the Uber platform.
• Drive growth across the existing merchant base by developing strategies that improve partner performance, retention, and engagement, while identifying opportunities to expand relationships across products, locations, and lines of business.
• Scale Grocery & Retail and Uber Direct alongside the Restaurants business, developing the commercial strategies, capabilities, and partnerships needed to turn these newer businesses into meaningful growth engines.
• Personally lead CASA’s most strategic commercial relationships and negotiations, including complex, high-value Enterprise agreements, renewals, and partnerships that can materially impact the business's trajectory.
• Identify and develop new commercial opportunities, including new products, merchant solutions and revenue streams such as advertising, marketing technology and white-label delivery.
• Own commercial planning and performance, establishing targets, KPIs, forecasting, pipeline management and operating mechanisms that create visibility and accountability across the organization.
• Use data and market insight to allocate resources and prioritize opportunities, balancing acquisition, expansion, categories, customer segments and commercial investments to maximize sustainable growth.
• Play a key role on both the CASA and LATAM Commercial Leadership Teams, working alongside the CASA GM to shape the overall country strategy while partnering with LATAM Commercial leadership to drive regional priorities, share best practices, and ensure strong alignment between local and regional commercial strategies.
• Represent the voice of merchants within Uber, developing a deep understanding of partner economics and needs and ensuring our commercial strategy creates compelling value for merchants as well as consumers and the Uber marketplace.
• Stay ahead of the market, maintaining a deep understanding of competitive dynamics, consumer behavior, merchant economics, and emerging trends across food delivery, grocery, retail, and last-mile commerce.

Basic Qualifications

• 14+ years of experience in commercial leadership, general management, strategic sales, account management or comparable roles, with significant responsibility for delivering revenue growth.
• Significant B2B commercial experience across both new business acquisition and development of existing customers, ideally spanning SMB and Enterprise segments.
• 5+ years of experience leading large, multi-tier commercial organizations, including successfully leading and developing managers of managers.
• Demonstrated experience owning a substantial business, revenue line and/or P&L, with accountability for setting strategy and delivering against ambitious commercial targets.
• Experience leading complex, high-value Enterprise negotiations and developing long-term strategic customer relationships.
• Strong understanding of commercial operating disciplines including segmentation, target setting, pipeline management, forecasting, productivity and performance management.
• Demonstrated ability to operate effectively in a highly matrixed environment, influencing senior stakeholders across functions and geographies without relying solely on direct authority.

Preferred Qualifications

• Combination of experience working in complex matrix organizations and fast-moving smaller ventures
• Experience leading complex, multi-faceted, multi-year commercial negotiations and contracts with significant P&L impact.
• Experience in Online Food Delivery or in an online marketplace business is preferred.