Senior Client Partner, Grocery & Retail

About the role and team

As a Senior Enterprise Client Partner on Uber’s Retail Partnerships team, you will lead strategic enterprise 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.

What you’ll do

• Drive the end-to-end enterprise sales cycle with large retail brands, from strategic account prioritization and executive engagement through negotiation, contracting, and partnership launch.
• Develop account strategies and commercial proposals that address retailer priorities, including omnichannel growth, customer acquisition, delivery economics, digital capabilities, and marketplace expansion.
• Negotiate complex enterprise agreements, balancing sustainable partner economics with Uber’s strategic and financial objectives, including commercial terms, exclusivity, incentives, and product adoption.
• Build trusted relationships with C-suite executives and key decision-makers across retail organizations, positioning Uber’s platform as a strategic growth partner.
• Orchestrate cross-functional deal execution by partnering with Product, Partner Engineering, Marketing, Legal, Finance, Operations, and Partner Management to resolve challenges, maintain momentum, and deliver accurate, timely outcomes.
• Expand partnership value by identifying opportunities to adopt Uber’s broader platform capabilities, develop joint growth strategies, and drive expansion across existing retail accounts.

Basic qualifications

• Bachelor’s degree in Business, Marketing, Communications, or a related field, or equivalent professional experience.
• 8+ years of professional experience, including retail industry experience.
• Experience managing enterprise relationships and navigating complex, multi-stakeholder organizations.
• Experience managing commercial negotiations or strategic partnerships with large retail brands.
• Ability to work in a cross-functional, fast-paced environment while managing multiple priorities and short timelines.

Preferred qualifications

• 8+ years of experience in end-to-end enterprise sales, strategic partnerships, or business development.
• Demonstrated experience selling to or partnering with large, complex retail organizations, including national or multinational brands.
• Proven track record of sourcing, negotiating, and closing enterprise agreements with measurable commercial impact.
• Experience with third-party marketplaces, last-mile delivery, retail technology, or digital commerce platforms.
• Experience selling technology or digital advertising solutions to enterprise retailers.
• Ability to develop data-driven account strategies, evaluate partnership economics, and build compelling business cases for senior executives.
• Demonstrated ability to collaborate with technical and non-technical stakeholders, including engineers, product leaders, and C-level executives, to develop and execute complex solutions.
• Experience with Software-as-a-Service (SaaS), APIs, e-commerce integrations, or other technical concepts relevant to retail partnerships.
• Strong negotiation, forecasting, analytical, and problem-solving skills, with the ability to manage multiple high-priority opportunities concurrently.
• Demonstrated resourcefulness, ownership, and comfort operating in ambiguous, rapidly evolving business environments.
• Experience expanding existing enterprise partnerships through new products, services, geographic markets, or commercial opportunities.