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Client Partner, Grocery & Retail
About the role and team
As a Client Partner on Uber's Retail Partnerships team, you will lead strategic sales and partnership development with major retail brands across the US. You will own the end-to-end commercial process, from identifying high-impact opportunities and engaging senior executives to negotiating agreements and signing partnerships that drive marketplace growth, selection, and sustainable revenue for Uber.
Our team operates in a fast-paced, highly cross-functional environment where speed, commercial judgment, and strategic execution are critical. You will work closely with Partner Management, Product, Partner Engineering, Marketing, Legal, Finance, and Operations to navigate complex enterprise deals, develop differentiated partnership strategies, and unlock new opportunities across Uber's Marketplace, Uber One, Ads, Direct, and other platform capabilities.
Working in Uber Retail means building a startup within a global company. You will be responsible for the high-stakes mission of signing key strategic retail brands, moving the real world by expanding our selection beyond restaurant food. This role is about more than just transactional selling; it is about establishing the foundation of long-term partnerships in a space that is still being defined.
The pace is fast, and the environment is often ambiguous as we create solutions for problems that haven't been solved at Uber before. You will need a "go-get-it" attitude and deep resilience to navigate internal complexity and tough partner negotiations. If you are energized by ownership, thrive on solving unscripted problems, and want to see your work have a tangible impact on local communities, this is where you'll grow.
What you'll do
- Build and grow long-term partnerships by engaging senior-level executives and understanding their core business needs, not just selling a product.
- Navigate the messiness of shifting priorities and internal processes, collaborating across Product, Legal, and Finance to move deals from discovery to close.
- Lead complex contract negotiations aimed at establishing sustainable economics for both parties while managing pricing pushbacks and client objections.
- Manage a strategic pipeline with urgency and discipline, balancing long-term relationship building with the pressure of monthly growth targets.
- Identify and solve blockers for potential partners, using data to influence decision-makers and creatively differentiating Uber's grocery offerings.
- Act as the voice of the customer internally, helping to shape the retail strategy and raise the bar for how we show up for millions of users.
Basic Qualifications
- 6 + years of professional work experience.
- 3+ years of full-cycle sales experience (prospecting, discovery, pitch, negotiation, contracting, and close).
- Bachelor's degree or equivalent practical experience.
Preferred Qualifications
- Experience selling into or partnering with large, complex enterprise brands within the food delivery or third-party marketplace industry.
- Proven ability to lead through influence, effectively communicating technical and strategic concepts to both C-level executives and Engineering teams.
- Adaptability and grit to thrive in a high-growth environment where the playbook is still being written.
- Experience with Software-as-a-Service (SaaS) and a deep understanding of digital advertising or technology sales.
Ready to Ride?
This isn't the kind of place where you follow a playbook - it's where you help write one. If you're driven by impact, energized by challenge, and ready to shape how the world moves - we'd love to hear from you.
You may be eligible for bonuses, equity, and other compensation, as well as a range of benefits. Explore our benefits.
Offices remain key to collaboration and Uber's culture. Unless approved for full remote work, employees must spend at least 50% of their time in-office. Some roles, like those at greenlight hubs, require full-time in-office presence. Ask your Recruiter for details about this role's requirements.
Uber is proud to be an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you have a disability or special need that requires accommodation, please let us know by completing this form.
For Chicago, IL-based roles: The total on-target earnings (OTE) range for this position is USD $170,000 - USD $188,333. The OTE includes a base salary range of USD $102,000 per year - USD $113,000 per year and an annualized cash variable incentive target of USD $68,000 - USD $75,333.
For Miami, FL-based roles: The total on-target earnings (OTE) range for this position is USD $170,000 - USD $188,333. The OTE includes a base salary range of USD $102,000 per year - USD $113,000 per year and an annualized cash variable incentive target of USD $68,000 - USD $75,333.
For New York City, NY-based roles: The total on-target earnings (OTE) range for this position is USD $188,333 - USD $210,000. The OTE includes a base salary range of USD $113,000 per year - USD $126,000 per year and an annualized cash variable incentive target of USD $75,333 - USD $84,000.
For San Francisco, CA-based roles: The total on-target earnings (OTE) range for this position is USD $188,333 - USD $210,000. The OTE includes a base salary range of USD $113,000 per year - USD $126,000 per year and an annualized cash variable incentive target of USD $75,333 - USD $84,000.
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.
