Senior Account Executive, Enterprise

Uber Technologies Inc.; Sydney; On-site; AUD 130,000 - 170,000; Full time

Job summary

Uber Technologies Inc. in Sydney is seeking a Senior Enterprise Account Executive to lead Enterprise sales across large organizations, building a 0-to-100 pipeline in a fast-moving market.

The role centers on crafting win themes, navigating complex contracts, and scaling a strategic sales motion in Japan. The position requires 7+ years in enterprise B2B sales, fluency in Japanese, and strong negotiation and cross-functional collaboration skills.

Qualifications

• 7+ years of B2B sales in the enterprise sector.
• Proven 0-100 pipeline management and new business acquisition.
• Track record navigating multi-stakeholder contract negotiations.
• Fluency in Japanese and business-level English.

Responsibilities

• Plan, strategize, and execute a comprehensive GTM plan to exceed quotas in Enterprise (>2,000 headcount).
• Identify pain points and craft narratives to convert interest into high-priority leads.
• Coordinate end-to-end sales motions from education to pricing, negotiation, and launch.
• Influence C-level decision-makers to drive sales velocity.
• Manage a mature pipeline with data-driven projections.
• Partner with Product, Operations, and Implementation for seamless launches.

Skills

B2B sales

Enterprise deals

Contract negotiations

Japanese language

English language

Education

Bachelor's degree

Job description

About the role and team

Uber for Business (U4B) is rapidly expanding, and we are looking for a Senior Enterprise Account Executive to join our elite sales group in Japan. This is a \"hunter\" role designed for those who thrive in a startup-like environment but have the sophistication to navigate organizations with headcounts exceeding 2,000. You won’t just be selling a platform; you’ll be reimagining how the world’s largest companies move their people and things, turning \"nice-to-have\" services into essential business infrastructure.

The reality of this role is high-velocity and high-stakes. You will face the challenge of building a pipeline from 0 to 100 in a market that is still being defined, requiring deep resilience and a builder’s mindset. Success here means identifying hidden pain points, crafting winning narratives that displace legacy systems, and staying disciplined through complex contract negotiations. If you are a self‑initiating individual who is energized by ambiguity and motivated by the prospect of scaling a \"star market\", this is where you’ll make your mark.

What you’ll do

• Plan, strategize, and execute a comprehensive GTM plan to consistently achieve and exceed quotas within the Enterprise segment (headcount > 2,000).


• Identify critical business pain points and craft compelling narratives to convert \"nice-to-have\" interest into high-priority, qualified leads.


• Coordinate the end-to‑end sales motion—from initial education and qualification to complex pricing, contract negotiation, and launch implementation.


• Prioritize and influence key C‑level decision‑makers, navigating large‑scale organizational structures to drive sales velocity.


• Manage a mature pipeline and forecast structure, utilizing a rigorous sales cadence to provide accurate data‑driven projections to leadership.


• Partner cross‑functionally with Product, Operations, and Implementation teams to ensure seamless account launches and long‑term solution adoption.

Basic Qualifications

• 7+ years of B2B sales experience in the enterprise sector, preferably selling tech solutions or platform services.


• Demonstrated success in 0-100 pipeline management and driving new business acquisitions in the enterprise space.


• Proven track record of navigating complex, multi‑stakeholder contract negotiations.


• Fluency in Japanese and Business-level English.


• Bachelor’s degree or equivalent professional experience.

Preferred Qualifications

• Deep understanding of the Japanese enterprise landscape and local business purchasing behavior.


• Experience selling \"Anything-as-a-Service\" (XaaS) or consumption-based technology solutions.


• Strong presentation skills with a solution-oriented approach to uncovering business challenges.


• High adaptability and resilience, with a proven ability to thrive in a fast‑paced, high-growth environment.


• Dedicated team player who finds energy in building businesses and contributing to a diverse workplace culture.

Ready to Ride?

This isn't the kind of place where you follow a playbook — it's where you help write one. If you're driven by impact, energized by challenge, and ready to shape how the world moves — we'd love to hear from you.

You may be eligible for bonuses, equity, and other compensation, as well as a range of benefits. Explore our benefits.

Offices remain key to collaboration and Uber's culture. Unless approved for full remote work, employees must spend at least 50% of their time in-office. Some roles, like those at greenlight hubs, require full-time in-office presence.

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.