Sales Account Executive Culiacan (Culiacán Rosales)

About the Role

As an Account Executive, you will be responsible for expanding Uber Eats' restaurant selection by acquiring high-quality SMB partners and driving deals from first contact to First Trip. This role requires strong negotiation skills, the ability to identify high-potential restaurants, and the judgment to balance quality and volume in complex, competitive geographies. You will own your funnel end-to-end: prospecting, qualification, pitching, negotiation, contracting, and early-life follow-up to ensure merchants activate successfully and remain engaged from day one. This role is suitable for sellers who are analytical, disciplined operators and strategic negotiators, not just activity-driven closers.

What You'll Do

1. Build and Manage a High-Quality Funnel
   • Independently design your weekly funnel construction plan to consistently close ~20 restaurants per month.
   • Source, qualify, and prioritize restaurants using geo insights, density logic, competitive dynamics, demand potential, and operational readiness.
   • Maintain a healthy stage distribution and ensure deals move with speed and clarity.
2. Run Complex Negotiations
   • Lead multi-step negotiations that balance unit economics, merchant expectations, and long‑term value especially in competitive or price‑sensitive segments.
   • Structure offers based on merchant type (SMB anchors, multilocations, long‑tail SMBs).
3. Prospect Strategically
   • Use street prospecting, referrals, targeted outreach, and data‑driven prioritization‑not just lists—to identify high‑potential merchants.
   • Quickly identify restaurants that can drive incremental trips, category variety, and geo density.
4. Master Pipeline & Salesforce Hygiene
   • Maintain a clean, accurate, inspection‑ready pipeline in Salesforce at all times.
   • Log discovery insights, objections, pricing details, next steps, and reasons for loss.
   • Update forecasts weekly with discipline and accuracy.
5. Drive Day‑1 Retention Through Activation Quality
   • Ensure new merchants meet basic readiness standards (menu, photos, devices, delivery expectations) before launch.
   • Provide structured follow‑up during the first 28 days to support their early performance.
   • Identify early churn signals and intervene proactively.
6. Deliver Volume with Quality
   • Balance quantity (target FT/month) with quality (category fit, demand potential, menu quality & GBs).
   • Build a mix of SMBs and multilocations based on territory needs and strategic density.
7. Represent Uber Eats with Excellence
   • Build trusted relationships with restaurant owners and decision makers.
   • Exhibit a strong understanding of merchant economics and our marketplace.
   • Be a brand ambassador in the field every day.

Basic Qualifications

Required Skills & Experience

• Proven track record of closing 15‑20+ deals per month or equivalent productivity.
• Strong negotiation experience: pricing, incentives, and multi‑stakeholder deals.
• Experience building your own pipeline, not just working assigned leads.
• Ability to identify high‑potential merchants using logic (location, category, demand fit).
• Mastery of CRM tools (Salesforce preferred) with excellent documentation habits.
• Experience working in field sales or hybrid field.
• Analytical mindset: ability to draw insights from data to prioritize and improve conversion.

Soft Skills

• Highly organized, structured, and disciplined.
• Strategic thinker: balances volume targets with marketplace quality.
• Comfortable in fast‑paced, ambiguity‑heavy environments.
• Strong communication and objection‑handling skills.
• Team‑first mindset with a desire to improve processes and share best practices.

Preferred Qualifications

• 3+ years of full‑cycle sales experience in SMB, field sales, or high‑velocity B2B environments, with a proven ability to own deals end‑to‑end—from prospecting to close and activation.
• Consistent track record of meeting or exceeding monthly acquisition targets (15‑20+ deals/month), including self‑sourced pipeline, negotiation, and post‑close activation.
• Strong Salesforce discipline and data‑driven mindset, with hands‑on experience using SFDC to manage pipeline health, stage progression, forecasting accuracy, and deal hygiene.

Success Attributes

• Customer Centricity
• Market and Platform Expertise
• Negotiation & Deal‑Making
• Sales Lifecycle Management
• Stakeholder Management
• Uber Values
• Case Study