About the roleas 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.this is a field-based role in celaya.*assigned territories may vary and may differ from the candidate's city of residence.willingness to travel as needed is required.what you'll dobuild and manage a high-quality funnelindependently 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.run complex negotiationslead 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).prospect strategicallyuse 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.master pipeline & salesforce hygienemaintain 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.drive day-1 retention through activation qualityensure 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.deliver volume with qualitybalance 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.represent uber eats with excellencebuild 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 qualificationsproven 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.soft skillshighly organized, structured, and disciplined.strategic thinker: balances volume targets with marketplace quality.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 qualifications3+ 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.success attributescustomer centricitymarket and platform expertisenegotiation & deal-makingsales lifecycle managementstakeholder managementuber valuescase study#j-*-ljbffr