Head of Direct

About the Role

The Head of Direct Partnerships will sit at the intersection of P&L Owners, Operations, Sales, Account Management, Sales Operations, Legal, Finance, and Product and engage internal/external stakeholders to drive growth of Direct – Uber’s white-label delivery solution for merchants – by partnering with the largest Enterprise merchants.

The ideal candidate will have proven success in developing and executing a scalable merchant and new business growth strategy, negotiating and optimizing multinational agreements with Enterprise partners, coaching and developing people, and creating deep senior executive relationships. They’ll set the vision, build the strategy, and drive day-to-day activities that enable the team to exceed quarterly and annual business goals for Uber Direct across new and existing business.

What You'll Do

• Develop and execute merchant strategies to meet and exceed business objectives
• Refine Uber's deal and commercial strategy in a hyper-competitive segment
• Bring together functional (e.g., Operations, Legal, Finance, Tech, and Product) and commercial teams to align on the strategy, terms, and GTM for our largest US and Canada merchants, ensuring they’re set up for success
• Lead a world-class team that develops, grows, and optimizes our Direct merchant partnerships
• Partner with Product and Tech teams to prioritize feature development
• Provide analysis and insights to Uber and merchant leadership teams, in partnership with central teams, on the performance of Direct partners

Basic Qualifications

• Minimum 8+ years of full time experience
• Experience in sales, business development, strategy or operations, with a track record of building strong executive relationships
• Experience leading and managing a team
• Bachelor's Degree

Preferred Qualifications

• 10+ years of experience in sales or business development at a high-growth company, building executive relationships
• Experience building and executing complex contracts, including SOWs, MSAs, MLSAs, and operational and reporting requirements
• Passion for and deep understanding of the delivery industry, inclusive of trends, competition, best practices, and other factors that affect profitability and business success across geographies
• Proven track record of managing commercial negotiations with complex Enterprise partners
• Demonstrated success in coaching, mentoring, and/or supporting high-performing teams to exceed quarterly and annual business goals
• Strong analytical skills; take a data-driven approach to decision making and use sound business judgment to forecast and evaluate deal performance and financial viability
• Outstanding communication skills within your team, with executive leadership, and merchant partners
• Self-starter and collaborative leader across diverse teams; everywhere you go, you can't help but mobilize people, resolve problems, raise the bar, and bring out the best in people – you are a doer and motivator of others
• Ability to drive operational excellence by building and scaling repeatable processes, adapting for country/regional nuance

For Chicago, IL-based roles: The base salary amount for this role is USD$176,000 per year - USD$196,000 per year.

For New York, NY-based roles: The base salary range for this role is USD$196,000 per year - USD$218,000 per year.

For San Francisco, CA-based roles: The base salary range for this role is USD$196,000 per year - USD$218,000 per year.

For all US locations, you will be eligible to participate in Uber's bonus program, and may be offered an equity award & other types of comp. You will also be eligible for various benefits. More details can be found at the following link https://www.uber.com/careers/benefits.

Uber's mission is to reimagine the way the world moves for the better. Here, bold ideas create real-world impact, challenges drive growth, and speed fuels progress. What moves us, moves the world - let's move it forward, together.

Uber is proud to be an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you have a disability or special need that requires accommodation, please let us know by completing this form.

Offices continue to be central to collaboration and Uber's cultural identity. Unless formally approved to work fully remotely, Uber expects employees to spend at least half of their work time in their assigned office. For certain roles, such as those based at green-light hubs, employees are expected to be in-office for 100% of their time. Please speak with your recruiter to better understand in-office expectations for this role.