Account Manager I (Annual Plan)
About the role and team
Uber’s Expansion team is the engine that drives growth for our partners. We act as strategic consultants for the merchants on our platform - ranging from local favorites to global brands.
The Account Management team is specifically tasked with the "growth" side of the business. We focus on deepening partnerships, expanding product adoption, and ensuring our merchants are winning in their respective markets. As an Account Manager, you are the primary point of contact for a dedicated portfolio of merchants , serving as the face of Uber and their champion for success.
What you’ll do
As an Account Manager, you own the relationship and the growth strategy for a book of business. You are ultimately responsible for the performance, retention, and expansion of your accounts while coordinating efforts with a cross-functional supporting team.
Portfolio Ownership & Growth:
- Proactively analyze merchant data to independently build and execute operational plans to achieve growth targets within your assigned territory or vertical. Identify and close new sales opportunities through product adoption, location expansion, and upselling/cross selling of value-added services.
- Own the end-to-end sales cycle for existing partners, from initial pitch and product demo to contract negotiation and closing.
- Identify key risks to partnerships early and work diligently to resolve obstacles. You will be accountable for account retention, ensuring we deliver a best-in-class experience that makes our platform the partner’s choice.
Strategic Relationship Management:
- Establish and proactively maintain strong communication channels with key stakeholders across your portfolio. Act as a trusted advisor, conducting regular business reviews to present performance data, market trends, and actionable insights that align with and inform partner goals with platform solutions.
- Serve as the primary advocate for your merchants, distilling their feedback to provide actionable insights to our Product, Marketing, and Operations teams.
Operational Excellence:
- Collaborate with Account Coordinators and Customer Success Managers to ensure merchant issues are triaged and resolved efficiently, while maintaining high satisfaction scores.
- Collaborate with Operations, Sales, and Product teams to resolve complex partner issues and advocate for product features that drive partner success.
- Lead renegotiations and structure creative deal terms that provide mutual economic benefit, ensuring alignment with company priorities and differentiated product offerings while ensuring no disruption in service for your portfolio.
- Maintain impeccable CRM hygiene (Salesforce), tracking all interactions, pipeline stages, and merchant health indicators.
- Proactively monitor merchant account activities, ensuring platform integrity and compliance standards are met
Performance Reporting:
- Collaborate with others to t ranslate complex data (order volume, prep times, ratings) into compelling narratives for your merchants.
- Present performance reports for marketing campaigns, demonstrating the ROI of Uber’s promotional tools.
Basic Qualifications
- 3 + years of professional experience in Sales, Account Management, Business Development, or Partnerships, or a similar commercially-focused role.
- Proven track record of managing a portfolio of accounts and hitting revenue, retention, and adoption targets. You have a "hustle" mentality and are willing to roll up your sleeves to get in the weeds with high-value partners.
- Strong analytical skills with the ability to use data to tell a story and influence decision-makers.
- Demonstrated ability to balance "hunter" and "farmer" mindsets—identifying new revenue streams within an existing client base.
- Excellent communication and presentation skills, with the ability to clearly frame value propositions, probe for objections, and influence stakeholders ranging from small business owners to senior corporate levels.
Preferred Qualifications
- Experience in the technology led platform delivery, hospitality, marketplace technology industries or high-growth environments.
- Proficiency in Salesforce (SFDC) or similar CRM software.
- High level of adaptability and the ability to thrive in a fast-paced, ever-changing environment.
- Ability to independently build and execute operational plans for a given territory, considering financial, marketing, and legal perspectives.
- Proven ability to adjust strategies and methods to maintain pipeline velocity in hyper-local or saturated markets.