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.

France is one of Uber Delivery’s most important markets globally, with a strong and improving leadership position, accelerating growth and a highly established consumer brand. It is also one of the most profitable markets in Uber’s global portfolio. The next phase of growth will focus on deepening consumer and merchant penetration in a category that remains meaningfully underpenetrated versus more mature markets. This includes continuing to expand into smaller cities, improving affordability and loyalty to drive frequency, strengthening the value proposition for merchants, and unlocking more of the opportunity across the broader Uber platform.

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

About the Role

The Country Head of Commercial is the senior commercial leader for Uber’s Delivery business in France, with responsibility for the full merchant lifecycle and commercial growth strategy across Restaurants, Grocery & Retail, and Uber Direct.

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 France, 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 France 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 (~100 people), leading through a team of managers and senior leaders across acquisition and account management. Build a strong leadership bench and take accountability for the development, growth and performance of the organization, creating a high-performing culture where talent can thrive and progress.
• 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, 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 required to build these newer businesses into meaningful growth engines.
• Personally lead France’s most strategic commercial relationships and negotiations, including complex, high-value Enterprise agreements, renewals and partnerships that can materially impact the trajectory of the business.
• 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 France and EMEA Commercial Leadership Teams, working alongside the France GM to shape the overall country strategy while partnering with EMEA 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.

What You’ll Need

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. 

Capabilities

• Strategic and hands-on: Able to set a multi-year commercial vision while remaining close enough to customers, teams and performance data to intervene where needed.
• Customer obsessed: Builds deep understanding of merchants and develops compelling propositions that create long-term value for partners, consumers and Uber.
• Develops exceptional teams: Sets a high bar, develops strong leaders and creates an environment where teams are empowered and accountable for results.
• Analytical and decisive: Uses data to diagnose problems, identify opportunities and make clear trade-offs in ambiguous situations.
• One Uber mindset: Builds strong relationships across functions and geographies and prioritizes the overall business outcome over functional boundaries.
• Bias toward action: Comfortable operating at pace, creating clarity where it does not exist and moving from strategy to execution quickly.
• Executive presence: Communicates clearly and credibly with senior internal stakeholders and external executives and can influence outcomes across a complex matrix.
• Humility and empathy: Leads with curiosity, listens to different perspectives and combines high standards with thoughtful people leadership.