Head of Enterprise Expansion, Uber Eats Japan

#Greatmindsdontthinkalike Thank you for your interest in a job opportunity at Uber Japan! We take pride in our diversity and working environment that sees you as more than just a person that can do the job, but an outstanding individual that can level up our organization with a perspective only you can offer. Uber provides an equal opportunity to encourage all employees to share their thoughts.

About The Team

Since launching the service in Japan in Sep. 2016, Uber Eats has become deeply rooted in the local food culture, both shaping and celebrating it, and helping small and large businesses connect with customers. We have seen incredible customer love and acceptance over the past eight years of Uber Eats in Japan. We started in Tokyo and now our service is nationwide in all 47 prefectures. 2025 and beyond brings a new chapter of the Delivery story, our vision is to 'deliver anything, to anyone, at anytime' and our goal is to make Uber a daily essential in people's life.

About The Role

As the Head of Enterprise Expansion, you will be responsible for leading, developing, and scaling the account management function in Japan. You will drive revenue growth, customer retention, and strategic market expansion while ensuring alignment with Uber's broader commercial strategy. This role requires strong leadership, sales acumen, and a deep understanding of solution-based selling.

You will lead a team of 10+ Account Managers to build lasting partnerships with key customers, driving cross-sell, upsell, and maximizing customer lifetime value. Your ability to engage senior stakeholders, develop market-specific strategies, and drive execution will be critical to success.

Your Impact in Role 2. Commercial Strategy & Execution 3. Customer & Market Engagement 4. Financial & Operational Excellence 5. Stakeholder Management & Cross-Functional Alignment The Experience You'll Bring Preferred Qualifications

• Leadership & Team Development
• Lead and coach a team of high-performing Account Managers/Partner Managers to drive customer retention, growth, and solution adoption.
• Foster a culture of performance, accountability, and professional development.
• Set clear goals, provide ongoing feedback, and build succession pipelines.
• Develop and execute a customer growth strategy that aligns with both country and Uber's broader sales and go-to-market objectives.
• Use data-driven decision-making to optimize account segmentation, expansion plays, and revenue targets.
• Ensure sales forecasting, pipeline management, and account planning are effectively executed.
• Monitor market trends, customer needs, and competitive landscape, adjusting strategies accordingly.
• Expand Uber's footprint in key segments by building strong relationships with major accounts.
• Act as a trusted advisor to key customers, ensuring Uber solutions drive measurable business impact that expand Uber's footprint in key segments.
• Build strong relationships with C-level and senior stakeholders, negotiating complex deals with a solution-selling approach.
• Drive cross-functional collaboration with Product, Operations, and Marketing teams to tailor solutions to customer needs.
• Own Gross Booking targets for the Enterprise segment in JapanMarket.
• Identify opportunities to improve sales efficiency, increase quota attainment, and optimize pricing models.
• Implement best-in-class processes for tracking performance, KPIs, and customer success in partnership with Commercial Operations.
• Collaborate with regional and global leadership to shape Uber's commercial strategy in Japan.
• Ensure alignment with cross-functional teams to drive product-market fit and support market-specific nuances.
• Advocate for customer feedback to influence product development and innovation.
• Represent Uber in industry events, conferences, and executive-level business engagements.
• Ensure alignment between local market operations and global commercial initiatives to drive consistency and scale.
• 15+ years of experience in sales, account management, or commercial leadership roles.
• Experience leading high-performing account management teams in a fast-paced environment.
• Strong track record of driving revenue growth, customer retention, and solution-based selling.
• Excellent ability to engage and negotiate with senior stakeholders (C-level, VP-level).
• Strong analytical and data-driven approach to decision-making.
• Experience working in complex, matrixed, and cross-functional global organizations.
• A background in Sales, Account Management, or Business Development with a digital platform in Japan
• Knowledge of trend in the high tech industry, and restaurant market
• Fluent both in Japanese and English
• Management consulting background and/or MBA is a plus