Account Executive, Direct

About The Role
Since 2020, Delivery at Uber has grown tremendously on the back of increased demand caused by the pandemic. Merchants across all categories have increased their investment and interest in their digital and delivery offering. Without having their own on-demand logistics capability, merchants are looking for a partner who can fulfill the requirement for last-mile delivery. With millions of drivers and couriers providing on-demand logistics through our existing marketplaces, Uber is well positioned to allow merchants to use our network of couriers, fulfilling the on-demand last-mile-delivery service for orders to their own app and website.

Uber Direct is our last-mile delivery-as-a-service solution. It enables merchants across a wide range of verticals-Food, Grocery, Retail, Ecommerce-to deliver orders generated on their own platforms (outside of Uber's marketplace) using our expansive courier network. In addition to working directly with multiple retailers and e-commerce players, Uber Direct is also partnering with traditional third-party logistics providers to combine their strengths and provide an E2E logistic solution to all merchants.

This role will be a part of the Uber Direct team in France, and will be working very closely with cross-functional teams as well as international counterparts.

As an Uber Direct Sales Account Executive, you will be part of one of our three vertical teams (Restaurants, Grocery or Retail & Logistics) focusing on prospecting new merchants in France to offer our delivery-as-a-service product and managing the sales cycle from outreach to deal closing.

You will be responsible for building the Direct business pipeline, forecasting opportunities, constructing game plans by account and leading negotiations to sign new merchants.

What You Will Do
As a Uber Direct Sales Account Executive, within one of our three vertical teams, you'll have a key role in growing our business in France

• Develop the go-to-market strategy to grow our business within your vertical
• Develop account plans to grow pipeline and break into whitespace accounts for Uber Direct
• Lead and coordinate end-to-end sales motion for mid-market and enterprise Direct prospects including qualification, education, pricing/quoting, contract negotiation to close deals
• Build strategic and long-term relationships to gain positioning with decision-makers while driving growth of Direct business within key mid-market and enterprise prospects
• Advise merchants on their customer delivery journey and guide them to customize the delivery experience for their customers
• Communicate the value of Uber Direct to prospect accounts. Seek and achieve logistics, same-day delivery, delivery-as-a-service industry knowledge to have enriching conversations with them
• Collaborate with operations and tech teams to build a compelling offering for each merchant, incl. new delivery capabilities and custom integrations features
• Leverage channel partners to accelerate Direct penetration within their merchants portfolio
• Contribute to Uber Direct offering improvement. Identify ways to develop further Uber Direct offering to answer merchants' needs and build business case to unlock ops & product development

What You Will Need

• 3+ years in a Sales, Business Development, Account Management, preferably with exposure to e-commerce, delivery or logistics topics and/or in a start-up / scale-up / fast-growing environment
• Experience in the full B2B sales cycle: prospecting, pitching, negotiating & closing; demonstrated resilience and grit when working with enterprise merchants on long sales cycle
• Proven ability to prioritize across selling activities and follow through in a timely fashion
• Empathetic when dealing with different people; able to quickly build relationships with external and internal partners
• Good communication and interpersonal skills, with the ability to persuasively communicate recommendations and effectively champion customer needs
• Great commercial intuition, business acumen and judgment. Comfortable dealing with financial information and thoughtful about overall strategic choices. Ability to negotiate pricing with a focus on retaining value
• Proactive mindset, proven ability to take initiatives and highly autonomous - able to work with minimal supervision
• Entrepreneurial mindset and pro-activity. Comfortable navigating ambiguity and building in "start-up within a scale-up" environments. High adaptability to change and ability to execute quickly
• Fluent in English and French

Preferred Qualifications

• Industry knowledge in the on-demand / same-day delivery space
• Preferably proficient with Salesforce