Managing Director of Global Enterprise Accounts

About the Team

Uber Eats delivers the best of your city right when you want it. Japan’s unique, highly sophisticated restaurant ecosystem makes Uber Eats Japan one of our largest and most critical growth markets globally. The Global Delivery Partners (GDP) team focuses on high-touch management and strategic expansion of our highest-value enterprise merchants.

The GDP team is a tight-knit, highly specialized group managing 8 of our largest global and enterprise accounts. Despite its focused size, this portfolio generates outsized business contribution.

About the Role

As the ManagingDirector of Global Enterprise Accounts (GDP) Japan, you will lead, scale, and transform our relationship with Japan’s top 8 Global accounts. You will directly manage a team of 10 high-performing team members (comprising Account Managers, Customer Success Managers, and Associate Consultants).

This role is  highly strategic —requiring a leader who can manage complex three-way stakeholder dynamics locally in Japan, regionally, and with global partner HQ teams. You will move away from transactional management toward strategic, long-term solution selling, unlocking the full portfolio value of our enterprise partners while directly owning annual account renegotiations.

What You’ll Do

Commercial Strategy & Strategic Account Management

• Drive Long-Term Portfolio Value: Transition relationships from transactional account oversight to long-term, solution-selling strategic partnerships that drive sustainable growth across a large portion of our Japan business.
• Manage Top Global Brands: Directly own top-level account health and annual contract renegotiations for our 10 largest enterprise clients (e.g., McDonald's, Starbucks, KFC, Pizza Hut, Domino's).
• HQ & Global Mirror Alignment: Partner closely with Uber’s central Global Accounts teams to mirror and align strategy with global partner HQs while successfully adapting to Japan-specific operational and cultural nuances.
• Product & Solution Adoption: Serve as a deep product expert, bringing complex marketplace, logistics, and advertising solutions to C-level partners to grow revenue and joint business performance.

Leadership & Team Management

• Lead a High-Performing Team: Directly lead and mentor a team of ~10 professionals (Account Managers, Customer Success Managers, Associate Consultants).
• Talent Development & Retention: Build clear career growth pathways, foster high retention, and instill a consultative sales mindset within the team to effectively serve both Western and domestic enterprise partners.

Cross-Functional Collaboration & Stakeholder Management

• Local, Regional & Global Influence: Drive alignment across matrixed internal teams—including Product, Operations, Marketing, and Regional Leadership—to advocate for key enterprise product needs and resolve operational friction points.
• C-Suite Relationship Building: Engage as a trusted advisor to C-level executives (CEOs, VPs) at top enterprise brands, navigating corporate Japanese etiquette alongside global corporate structures.

What You’ll Need

Must-Have Experience

• Bilingual Fluency: Native-level Japanese and fluent English (both written and spoken) are required to bridge communication between local enterprise C-suites and internal global leadership.
• Senior Commercial & BD Mindset: Proven track record in B2B enterprise account management, business development, or management consulting with an ability to negotiate high-stakes, multi-year contracts at the C-suite level.
• Complex Stakeholder Navigation: Proven ability to lead through influence in a heavily matrixed global tech organization, managing three-way alignment between local teams, global HQ, and enterprise client global HQs.
• Product Acumen: High curiosity and deep understanding of platform operations, tech/eCommerce products, and marketplace dynamics.

Capabilities & Mindset

• Strategic & Solution-Focused: Strategic thinker with a hustle mindset who prioritizes long-term value creation over transactional quick-wins.
• Culture & Team Builder: Ability to coach and upskill consultative teams, bridge cultural gaps between domestic enterprise partners and Western corporate standards, and reduce rotation/attrition.
• GoGetIt Mindset: Bias for action, resilience, and curiosity to solve deep operational and commercial challenges.