Account Representative - SMB

About the role and team

Restaurants are the heartbeat of Uber Eats, and our Acquisition team is responsible for scaling our footprint in some of the world's most competitive and nuanced markets. Our mission is to identify, pitch, and onboard high-potential local partners that will thrive on our platform and delight customers.

In this role, you will navigate the complex, high-stakes reality of B2B sales where there is no one-size-fits-all playbook. You’ll need to earn trust fast, manage the resilience needed to handle objections and solve complex problems without a script. This is for someone who thrives on ownership and is energised by the challenge of building long-term partnerships in a fast-changing environment.

What you’ll do

• Own the full end-to-end acquisition cycle for prospective high-growth restaurant partners, from the first cold call through to negotiation, activation, and early restaurant support
• Build relationships by understanding unique merchant business challenges and aligning Uber’s value proposition with their specific goals.
• Navigate ambiguity and shifting priorities to unlock value for both the Restaurant Partner and Uber.
• Manage your sales pipeline with urgency and discipline, balancing quick wins with long-term trust-building
• Collaborate across Sales Operations teams to resolve blockers, and ensure a smooth merchant onboarding experience.
• Adapt your approach based on market dynamics and imperfect information, continuously testing new messaging to improve closing techniques.

Basic qualifications

• 1 years of experience in B2B sales, business development, or a similar high-volume, environment
• Proven track record of high-volume outbound cold calling, pipeline generation, and closing deals
• Demonstrated resilience, self-motivation, and a proactive approach in a fast-paced, performance-driven sales setting
• Strong verbal and written communication skills with the ability to influence key stakeholders and build rapport quickly
• Ability to lead commercial negotiations, handle objections, and manage contract terms to drive business growth
• Strong time management and organisational skills

Preferred qualifications

• Bachelor’s degree in business, marketing, or a related field
• Prior industry experience within food delivery, hospitality, travel, retail, or FMCG
• Proficiency with CRM systems (such as Salesforce) for lead management and sales forecasting
• Experience working within a performance-based compensation or commission structure