Sales Manager - Acquisition SMB

About the role and team

Uber Eats is the ANZ market leader in Online Food Delivery. Our vision within the ANZ Acquisition team is to unlock the next generation of restaurants on Uber Eats. While many Aussies and Kiwis already rely on Uber Eats, there is still a significant opportunity to bring new merchants onto the platform and unlock their growth potential.

Our Acquisition team sits at the forefront of this ambition, responsible for expanding our merchant selection, bringing the best local restaurants onto Uber Eats, and ensuring we continue to deliver the best possible experience for consumers.

We are looking for a high-impact and commercially minded Sales Manager to lead our SMB Acquisition team across ANZ. This leader will be responsible for driving new merchant acquisition, building a high-quality pipeline, and improving conversion and onboarding performance across the funnel.

You will lead a team of approximately 8 to 12 Sales Representatives owning the end-to-end acquisition strategy for SMB merchants, typically those with 1 to 5 locations. This role is critical to expanding Uber Eats’ selection, improving productivity, and scaling acquisition channels to meet ambitious growth targets.

You will combine strong sales leadership, operational rigour, and strategic thinking to unlock growth while partnering cross-functionally to continuously improve how we acquire and onboard merchants.

What you'll do

• Lead and Build a High Performing Team | Hire, coach, and develop a team of Acquisition Sales Representatives. Set a high bar for performance, create clear accountability, and build a culture of ownership and continuous improvement.
• Own Acquisition Outcomes | Deliver against ambitious merchant acquisition targets. Drive pipeline generation, improve conversion rates, and ensure strong activation of new merchants.
• Run the Funnel End to End | Own the full acquisition funnel from lead generation through to first trip. Identify gaps, remove friction, and implement changes that improve speed, quality, and conversion.
• Drive Sales Strategy and Focus | Define priority segments, optimise territory planning, and ensure the team is focused on the highest value opportunities. Continuously refine the go to market approach based on performance and market dynamics.
• Partner Cross Functionally | Work closely with Marketing, Operations, Product, and Sales Operations to improve lead quality, onboarding experience, tools, and processes.
• Stay Close to the Market | Understand merchant needs, competitor activity, and local market trends. Use these insights to inform strategy and keep Uber Eats ahead.

Basic qualifications

• Proven experience leading acquisition or new business sales teams
• Track record of consistently hitting or exceeding sales targets
• Strong understanding of sales funnels, pipeline management, and conversion drivers
• Experience using CRM tools and data to manage performance and forecasting
• Ability to coach and develop sales representatives across different experience levels
• Strong stakeholder management skills within a matrixed organisation

Preferred qualifications

• Experience in marketplaces, technology, or high growth consumer businesses
• Strong analytical and problem solving skills with the ability to translate insights into action
• Demonstrated ability to improve sales productivity and scale acquisition channels
• Deep understanding of the ANZ restaurant or hospitality landscape
• Strong commercial acumen with experience prioritising high value opportunities and optimising return on investment