About the role and team As the Lead of Strategic Retail Accounts, you will lead the charge for one of Uber’s most ambitious growth bets: Grocery & Retail. This isn't just about food delivery; it’s about bringing "almost, almost anything" to millions of customers. You will own the relationships with our highest-impact grocery partners, serving as a critical bridge between digital innovation and the real-world retail landscape. The work is high-stakes and the environment is fast-moving. You’ll act as a "player-coach," navigating the messy reality of large-scale negotiations while enabling your team to scale. This role requires a grit-first mindset - you must be comfortable moving from C-suite presentations to deep-diving into data or unblocking internal operational hurdles. If you thrive on ambiguity and the challenge of building a business from the ground up within a global giant, this is where you’ll grow. What you’ll do • Build and grow long-term partnerships with top-tier grocery merchants by navigating complex negotiations and earning trust at the C-suite level. • Navigate internal and external ambiguity to unlock value, often coordinating across Legal, Engineering, and Product teams to advocate for merchant needs. • Design strategic deal proposals and financial models, ensuring a deep understanding of both Uber’s and the retailer’s P&L to secure sustainable growth. • Craft and deliver compelling executive-level stories through high-quality decks, RFP responses, and term sheets that resonate with key decision-makers. • Manage the end-to-end sales lifecycle with urgency, utilizing SQL to query and synthesize large datasets to drive informed, data-driven decisions. • Lead through influence and action, rallying internal stakeholders to resolve blockers and ensure partnerships scale even when hit with unexpected challenges. Basic Qualifications • Minimum 10 years of experience in Sales, Business Development, or Consulting. • Bachelor’s degree or equivalent professional experience. • Proven analytical capabilities with experience in SQL and financial modeling. • Experience writing externally facing executive documents, including RFP responses and deal proposals. • Demonstrated experience managing high-impact accounts or complex negotiations. Preferred Qualifications • Deep understanding of technical deal aspects, including tax and contractual language. • Experience in the On-Demand Delivery or Retail industries. • Proficiency in CRM tools, specifically Salesforce. • Strong track record of collaborating with cross-functional partners like Engineering and Marketing. • Ability to translate complex industry trends into actionable sales strategies. For Chicago, IL-based roles: The total on-target earnings (OTE) range for this position is USD $236,667 - USD $263,333. The OTE includes a base salary range of USD $142,000 per year - USD $158,000 per year and an annualized cash variable incentive target of USD $94,667 - USD $105,333. For Dallas, TX-based roles: The total on-target earnings (OTE) range for this position is USD $236,667 - USD $263,333. The OTE includes a base salary range of USD $142,000 per year - USD $158,000 per year and an annualized cash variable incentive target of USD $94,667 - USD $105,333. For New York City, NY-based roles: The total on-target earnings (OTE) range for this position is USD $263,333 - USD $291,667. The OTE includes a base salary range of USD $158,000 per year - USD $175,000 per year and an annualized cash variable incentive target of USD $105,333 - USD $116,667. For San Francisco, CA-based roles: The total on-target earnings (OTE) range for this position is USD $263,333 - USD $291,667. The OTE includes a base salary range of USD $158,000 per year - USD $175,000 per year and an annualized cash variable incentive target of USD $105,333 - USD $116,667. The cash variable incentive target is based on individual sales performance and its payment is based on the terms of the Sales Incentive Plan. An equity award and other forms of compensation may be included in the offer. You will also be eligible for various benefits.