Manager II, Account Management, Direct Enterprise (Annual Plan)

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About the role and team

Working at Uber means solving hard problems in a high-stakes, fast-moving environment. As the Grocery Lead for Uber Direct, you will join a leadership team dedicated to transforming how businesses deliver to their customers. You’ll be at the forefront of our delivery-as-a-service mission, bridging the digital and real worlds to power movement across the grocery and retail ecosystems.

This role is for a builder who thrives in the messy reality of doing big things. You will navigate the intense pace and ambiguity of a "start-up within a scale-up," balancing high-level go-to-market strategy with the hands-on grit required to close enterprise deals. If you are a resilient leader who can earn trust fast and solve problems that don't come with a script, this is where you’ll make your mark.

 

What you’ll do

• Build and lead a high-performing team of Sales Executives and Account Managers, raising the bar for excellence through commercial coaching and accountability.
• Navigate the complexity of the market’s grocery and retail landscape to define and execute a winning go-to-market strategy that differentiates Uber Direct in a competitive market.
• Own the full enterprise sales cycle, from solution design and lead qualification to navigating tough pricing negotiations and securing long-term partnerships.
• Collaborate cross-functionally with Product, Operations, and Legal to unblock challenges and advocate for merchant needs that drive our product roadmap forward.
• Scale our impact by identifying and managing strategic partnerships with 3PL providers and aggregators to provide end-to-end logistics solutions.
• Monitor operational reliability and pipeline health, using data to drive decisions and ensure we deliver on our promises to merchants and their customers.

 

Basic Qualifications

• 5+ years of experience, ideally in Sales, Account Management, or Business Development within e-commerce, logistics, or tech environments.
• Proven leadership experience managing teams and driving accountability in fast-paced or disruptive industries.
• Strong analytical capabilities with a track record of using data (Excel/Google Sheets) to drive commercial decisions and measure impact.
• Professional fluency in the local language and English.
• Bachelor’s degree or equivalent practical experience in a relevant field.

 

Preferred Qualifications

• Experience managing complex enterprise sales cycles, including RFQs, RFPs, and multi-party negotiations.
• Deep domain knowledge in 3PLs, last-mile delivery, or the retail tech ecosystem.
• Demonstrated ability to launch and scale a new business line (0-to-1) within a larger organization.
• Advanced proficiency in SQL and experience with Salesforce for pipeline reporting.