Head of SMB Sales, Grocery & Retail (US&C)

About the Role

Uber Eats is seeking a dynamic and strategic SMB Sales Manager for Grocery & Retail to lead and scale our SMB-focused efforts within one of the fastest-growing verticals in the US&C Delivery business. In this role, you'll oversee a team responsible for acquiring and growing small- and mid-sized merchants, with a particular focus on accelerating growth in the Alcohol category. You'll drive expansion in priority markets by developing high-performing sales talent, shaping vertical-specific strategies, and partnering cross-functionally to deliver an exceptional merchant experience. Alcohol represents a key growth lever within SMB, requiring strong execution against a highly fragmented and locally nuanced merchant base. You will serve as a core member of the Grocery & Retail Sales leadership team, responsible for delivering against ambitious revenue goals while shaping the playbooks, processes, and people strategy that will define Uber's next chapter in the Retail delivery space. This is a unique opportunity for a proven leader who thrives at the intersection of strategy, execution, and people development.

Responsibilities

• Act as a primary architect for the end-to-end SMB segment strategy, extending your impact beyond outbound sales. Influence the full merchant funnel—from optimizing inbound demand generation to identifying and scaling third-party acquisition channels—with a focus on unlocking growth in Alcohol.
• Define and architect the overarching Grocery & Retail SMB strategy, with a strong emphasis on Alcohol. Hold end-to-end accountability for category prioritization and geographic resource allocation, ensuring sales investments align with Uber's highest-growth opportunities.
• Drive strong sales productivity across the team by ensuring clear prioritization of high-value leads and merchant segments. Leverage data and market insights to guide where the team spends time, with a particular focus on unlocking high-impact opportunities within Alcohol.
• Lead and inspire a team of Account Executives. Empower them to build high-quality pipelines, navigate consultative sales cycles with SMB operators, and deliver strong acquisition and revenue outcomes.
• Hire, develop, and retain high-performing sales talent. Build a strong bench by coaching individuals, fostering growth, and maintaining a high performance bar across the team.
• Partner closely with Account Management, along with Sales Ops, Merchant & Consumer Ops, and Strategy & Planning, to ensure strong merchant handoffs, long-term partner success, and a seamless end-to-end experience.
• Lead within a uniquely complex and regulated category. Guide the team in navigating state and local regulatory requirements, longer and more customized contracting processes, and operational onboarding challenges, ensuring we can scale Alcohol effectively while maintaining compliance and quality.
• Foster a high-performance, feedback-driven culture rooted in transparency, collaboration, and a relentless drive for continuous improvement.

Basic Qualifications

• 5+ years of full-cycle sales experience
• 2+ years of direct people management experience
• Proven success leading teams or managers to exceed ambitious sales and revenue targets
• Strong operational acumen with the ability to analyze data, develop strategy, and drive disciplined execution

Preferred Qualifications

• Experienced people leader with a passion for developing teams and building strong leadership capability
• Track record of delivering strategic impact beyond direct team scope
• Excellent communication skills, emotional intelligence, and executive presence
• Demonstrated ability to influence cross-functional partners and drive alignment across multiple business units
• Experience or familiarity with Alcohol or other regulated retail categories is a plus
• Proficiency with Salesforce CRM or similar sales systems

Pay

For Chicago, IL, Dallas, TX, and Miami, FL-based roles: Total on-target earnings range is USD $185,714 – USD $205,714, including a base salary of USD $130,000 – USD $144,000 per year and an annualized cash variable incentive target of USD $55,714 – USD $61,714.

For New York City, NY and San Francisco, CA-based roles: Total on-target earnings range is USD $205,714 – USD $228,571, including a base salary of USD $144,000 – USD $160,000 per year and an annualized cash variable incentive target of USD $61,714 – USD $68,571.

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.