About the Role
At Uber Eats, our
Account Management teams are the primary link between our platform and our restaurant partners. As a
Senior Manager, Account Management, Eats SMB based in
Madrid, you will act as a
country business owner for the SMB Account Management function in Spain, driving strategic growth, customer success, and operational excellence for our largest and most scalable restaurant segment.
You will
lead a team of Account Managers across Spain and own the
growth, satisfaction, and retention of SMB restaurant partners in your portfolio. Your work will have a direct impact on partner performance, eater experience, and Uber Eats' market share and profitability in Spain.
What the Candidate Will Need / Bonus Points
- What the Candidate Will Do -
Lead & develop the team
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Manage, coach and develop a high-performing team of SMB Account Managers (and/or Key Account Managers), taking full ownership of hiring, onboarding, ongoing training, and career progression.
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Provide on-the-ground commercial coaching: shadow partner meetings, review account plans and QBRs, and help your team strengthen negotiation and consultative selling skills.
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Set clear performance expectations and targets (revenue, retention, product adoption, operational quality) and drive accountability through regular 1:1s, pipeline reviews, and performance calibrations.
Drive SMB portfolio growth
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Own and execute the growth strategy for the Spain SMB portfolio, with a focus on revenue expansion, product adoption (e.g. Ads, promos, memberships) and healthy unit economics.
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Ensure your team builds robust account plans for top SMB partners, aligned with merchant objectives and Uber's commercial priorities.
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Use data to identify growth opportunities (e.g. upsell, cross-sell, expansion, recovery plays) and turn insights into simple, actionable playbooks the team can execute at scale.
Ensure partner and customer excellence
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Raise the bar on partner experience and operational quality, ensuring restaurants deliver a great experience to eaters (availability, preparation times, quality).
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Standardize and continuously improve best practices, processes and tooling within SMB Account Management (e.g. QBR frameworks, outreach cadences, portfolio segmentation).
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Anticipate and mitigate key risks (churn, downgrades, service issues) and ensure the team moves quickly to protect and recover at-risk relationships.
Act as a cross-functional leader
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Collaborate closely with Sales, Marketing, Operations, Finance, Product and Central teams to ensure our tools, promotions and policies reflect the realities of the Spanish market.
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Represent SMB Account Management in Spain-level forums (MBRs, QBRs, planning cycles), providing clear narrative, performance readouts and strategic recommendations.
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Be the voice of SMB partners internally, translating feedback into concrete improvements in product, processes and policies.
Be a culture carrier
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Champion Uber values and foster an inclusive, high-performance culture within your team and the broader Spain Restaurants organization.
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Role-model ownership, speed, and sound judgment, especially in ambiguous or high-stakes situations.
- Basic Qualifications -
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Experience:
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Typically 8+ years in commercial roles (Account Management, Sales, Business Development, or similar), ideally in tech, marketplace, food delivery, or SaaS.
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2+ years leading commercial or account management teams with a track record of hitting or exceeding ambitious targets.
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Market & customer focus: Deep understanding of SMB restaurants in Spain and what drives their P&L and decision-making; comfortable engaging from owner level up to multi-unit operators.
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Leadership & people development: Proven ability to hire, coach, and retain talent, give clear feedback, and build a strong team culture.
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Analytical skills: Strong data-driven decision-making; confident working with dashboards and spreadsheets to prioritize, size opportunities, and communicate trade-offs.
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Stakeholder management: Experience working cross-functionally and influencing senior stakeholders in a matrixed organization.
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Communication: Excellent verbal and written communication skills; able to turn complex analysis into simple narratives for both internal and external audiences.
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Language: Fluency in Spanish and English is required; additional local languages are a plus.
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Mindset: Hands-on, proactive and resilient; comfortable operating in a fast-paced, constantly changing environment and balancing strategic projects with tactical execution.
- Preferred Qualifications -
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Experience managing sales or AM teams in Spain (e.g. SMB or mid-market segments).
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Background in food tech, e-commerce, digital media, or advertising.
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Familiarity with Salesforce, Looker, Google Sheets/Excel or similar CRM/BI tools.
