*about the role*as an account executive, you will be responsible for expanding uber eats' restaurant selection by acquiring high-quality smb partners and driving deals from first contact to first trip.this role requires strong negotiation skills, the ability to identify high-potential restaurants, and the judgment to balance quality and volume in complex, competitive geographies.you will own your funnel end-to-end: prospecting, qualification, pitching, negotiation, contracting, and early-life follow-up to ensure merchants activate successfully and remain engaged from day one.this role is ideal for sellers who are analytical, disciplined operators and strategic negotiators, not just activity-driven closers.1. Build and manage a high-quality funnel:- independently design your weekly funnel construction plan to consistently close ~20 restaurants per month.- source, qualify, and prioritize restaurants using geo insights, density logic, competitive dynamics, demand potential, and operational readiness.- maintain a healthy stage distribution and ensure deals move with speed and clarity.2. Run complex negotiations- lead multi-step negotiations that balance unit economics, merchant expectations, and long-term value-especially in competitive or price-sensitive segments.- structure offers based on merchant type (smb anchors, multilocations, long-tail smbs).3. Prospect strategically- use street prospecting, referrals, targeted outreach, and data-driven prioritization-not just lists-to identify high-potential merchants.- quickly identify restaurants that can drive incremental trips, category variety, and geo density.4. Master pipeline & salesforce hygiene- maintain a clean, accurate, inspection-ready pipeline in salesforce at all times.- log discovery insights, objections, pricing details, next steps, and reasons for loss.- update forecasts weekly with discipline and accuracy.5. Drive day-1 retention through activation quality- ensure new merchants meet basic readiness standards (menu, photos, devices, delivery expectations) before launch.- provide structured follow-up during the first 28 days to support their early performance.- identify early churn signals and intervene proactively.6. Deliver volume with quality- balance quantity (target ft/month) with quality (category fit, demand potential, menu quality & gbs).- build a mix of smbs and multilocations based on territory needs and strategic density.7. Represent uber eats with excellence- build trusted relationships with restaurant owners and decision makers.- exhibit a strong understanding of merchant economics and our marketplace.- be a brand ambassador in the field every day.*basic requirements*- 3+ years in full-cycle sales, ideally in smb or high-velocity b2b environments.- proven track record of closing *+ deals per month or equivalent productivity.- strong negotiation experience: pricing, incentives, and multi-stakeholder deals.- experience building your own pipeline, not just working assigned leads.- ability to identify high-potential merchants using logic (location, category, demand fit).- mastery of crm tools (salesforce preferred) with excellent documentation habits.experience working in field sales or hybrid field- phone models.- analytical mindset: ability to draw insights from data to prioritize and improve conversion.- strong organization skills.- strategic thinking: balancing volume targets with marketplace quality.- being comfortable in fast-paced, ambiguity-heavy environments.- strong communication and objection-handling skills.- team-first mindset with a desire to improve processes and share best practices.*preferred qualifications*- 3+ years of full-cycle sales experience in smb, field sales, or high-velocity b2b environments, with a proven ability to own deals end-to-end-from prospecting to close and activation.consistent track record of meeting or exceeding monthly acquisition targets- *+ deals/month), including self-sourced pipeline, negotiation, and post-close activation.- strong salesforce discipline and data-driven mindset, with hands-on experience using sfdc to manage pipeline health, stage progression, forecasting accuracy, and deal hygiene.