Senior Manager, Account Management, Eats SMB

Uber Technologies Inc.; New York (NY); On-site; USD 203,000 - 225,000; Full time

Benefits offered by this job

Bonus program

Equity award

401(k) plan

Job summary

Uber Technologies Inc. is seeking a Territory Lead to accelerate the growth of Uber Eats merchant partners. You will own the pipeline, forecast, and development of Managers of Account Managers, driving retention and expansion across the Midwest in a hybrid New York setting.

The role requires 8+ years in B2B Account Management or Expansion Sales, proven leadership, and a willingness to travel. Base salary for NYC area is USD 203,000–225,000 per year, with bonuses and equity possible.

Qualifications

• Minimum 8 years of relevant, hands-on experience in B2B Account Management or Expansion Sales.
• Previous leadership experience.
• A Bachelor's degree or equivalent professional experience.
• Willingness to travel within the assigned territory as needed.

Responsibilities

• Lead and coach a distributed team of Account Managers and Managers of Account Managers, setting performance standards to execute complex sales strategies for retention and growth.
• Develop and implement the commercial strategy for the Midwest, aligning sales plans with regional objectives to exceed SMB and strategic merchant expansion targets.
• Own the commercial performance across all market sides (merchant, courier, eater) in partnership with the Operations team to drive revenue expansion.
• Drive cross-functional Stakeholder Engagement & Alignment with Product, Operations, and Customer Success to unblock deals and inform roadmap and Go-to-Market strategy.
• Serve as a player-coach on high-stakes, executive-level account engagement, modeling value-based selling and navigating ambiguous accounts.

Skills

Leadership experience

B2B Account Management

Expansion Sales

Willingness to travel

Education

Bachelor's degree or equivalent

Job description

About the role and team

The Territory Lead role focuses on accelerating the commercial growth of our Uber Eats merchant partners by establishing a high-performing Account Management function. You'll translate our global commercial strategy into precise regional execution, driving retention and expansion across our Midwest territory. Success here demands turning market ambiguity into an actionable sales strategy and creating structure where complexity exists.

You will own the team's pipeline, forecast accuracy, and the holistic development of your Managers of Account Managers and their reports. The high stakes of a real-time marketplace demand clarity, grit, and a hands-on leadership approach. Your impact will be tangible, shaping how millions of merchants rely on our platform and accelerating your own growth alongside the business.

This role will be based in New York following the hybrid schedule of Tuesday - Thursday in office.

What you’ll do

• Lead and coach a distributed team of Account Managers and Managers of Account Managers, setting performance standards to execute complex sales strategies for retention and growth.
• Develop and implement the commercial strategy for the midwest, aligning sales plans with regional business objectives to exceed SMB and strategic merchant expansion targets.
• Own the commercial performance across all market sides (merchant, courier, eater) in partnership with the Operations team, leveraging data and operational rigor to drive predictable revenue expansion.
• Drive cross-functional Stakeholder Engagement & Alignment with Product, Operations, and Customer Success to unblock deals and ensure the merchant experience informs our roadmap and Go-to-Market strategy.
• Serve as a player-coach on high-stakes, executive-level account engagement, modeling value-based selling and the Perseverance & Creativity needed to navigate ambiguous or challenged accounts.

Basic Qualifications

• Minimum 8 years of relevant, hands-on experience in B2B Account Management or Expansion Sales.
• Previous leadership experience.
• A Bachelor's degree or equivalent professional experience.
• Willingness to travel within the assigned territory as needed.

Preferred Qualifications

• Experience leading a client-facing, quota-carrying team.
• Demonstrated experience in a marketplace business, specifically navigating the scale and hyperlocal complexity of SMB and/or enterprise platforms.
• A proven track record of developing talent, coaching for high performance, and driving a collaborative One Uber team culture.
• Ability to manage ambiguity and rapidly implement new commercial and operational frameworks in a scaling, fast-paced environment.
• High standards and a bias toward action. You can find the context and information you need through relationships across the organization, you push for clarity and delivery, and you hold a high bar from your contributions and those of the people you work with.
• Strong belief in the hypothesis that \"the closer to the customer a decision is made, the more likely it is to lead to long-term value creation.\"

For New York City, NY-based roles: The base salary range for this role is USD $203,000 per year - USD $225,000 per year.

You will be eligible to participate in Uber's bonus program, and may be offered an equity award & other types of comp. All full-time employees are eligible to participate in a 401(k) plan. You will also be eligible for various benefits.

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. Ask your Recruiter for details about this role's requirements.

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.