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.

This is a hybrid role - our team collaborates in-person out of our incredible offices on Tuesdays, Wednesdays, and Thursdays. We encourage our employees to work from our office on additional days if they desire to do so.

• Holistic SMB Ecosystem Strategy: Act as a primary architect for the end-to-end SMB segment strategy, extending your impact beyond outbound sales. You will 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.

• Strategic Market Architecture: Define and architect the overarching Grocery & Retail SMB strategy, with a strong emphasis on Alcohol. You will hold end-to-end accountability for category prioritization and geographic resource allocation, ensuring sales investments align with Uber's highest-growth opportunities.

• Sales Productivity & Focus: Drive strong sales productivity across the team by ensuring clear prioritization of high-value leads and merchant segments. You will leverage data and market insights to guide where the team spends time, with a particular focus on unlocking high-impact opportunities within Alcohol.

• Team Leadership & Execution: 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.

• Talent Development: Hire, develop, and retain high-performing sales talent. You will build a strong bench by coaching individuals, fostering growth, and maintaining a high performance bar across the team.

• Cross-Functional Partnership: 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.

• Alcohol Category Complexity: Lead within a uniquely complex and regulated category. You will 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.

• Culture & Accountability: Foster a high-performance, feedback-driven culture rooted in transparency, collaboration, and a relentless drive for continuous improvement.

• 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

• 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…