Account Executive, Uber Direct - Enterprise

About the Role

Uber Direct is transforming how the world moves goods by enabling brands to leverage our massive delivery fleet for on-demand and scheduled logistics. As an Account Executive, you aren't just selling a service; you are building long-term partnerships in a fast-changing environment where the answers aren't always scripted.

This role is about navigating the "messy reality" of enterprise sales at scale. You'll need to earn trust fast, solve complex integration problems, and make smart decisions with imperfect information. The pace is intense and the stakes are high, but for a resilient, resourceful builder, this is where you'll grow. If you thrive in ambiguity and are energized by the challenge of turning technical complexity into real-world impact, you belong here.

What You'll Do

• Navigate Ambiguity: Build and grow long-term partnerships by understanding what matters most to our customers-not just selling a product.
• Solve Complex Problems: Identify prospective merchant requirements and develop competitive proposals (pricing, decks, RFPs) that bridge the digital and real worlds.
• Lead Through Tension: Own the end-to-end contract negotiation process, managing tough conversations and navigating internal and external friction to close high-stakes deals.
• Build Strategic Alignments: Collaborate across operations, product, and legal to shape solutions, resolve blockers, and ensure we deliver on the promises you make.
• Manage the Messiness: Handle technical debt, shifting priorities, and legacy complexity while maintaining a disciplined pipeline and a "go-get-it" attitude.
• Drive Real Impact: Use data to quantify opportunities and influence decision-makers, ensuring our partners find tremendous purpose in the Uber platform.
• Own the Relationship: Act as the primary point of contact for partners, turning uncertainty into clarity through empathy and sound judgment during critical moments.

Basic Qualifications

• 4+ years of full time experience
• Experience in quota carrying roles in sales or business development
• Proficiency in selling within the Mid-Market or Enterprise space (1,000+ employees or $500M+ revenue)

Preferred Qualifications

• Technical Proficiency: Experience with technical sales, specifically API integrations and ecosystem scaling.
• Strategic Thinking: Ability to use systems thinking to assess business opportunities and read prospective buyers effectively.
• Collaboration: Experience leading cross-functional teams and influencing executive-level stakeholders without direct authority.
• Domain Knowledge: Understanding of delivery, retail, or third-party marketplaces within a high-growth tech environment.

Key skills/competency

• Enterprise Sales
• Logistics
• API Integrations
• Strategic Partnerships
• Negotiation
• Problem Solving
• Data Analysis
• Cross-functional Collaboration
• Account Management
• Business Development