Senior Client Partner, Grocery & Retail

About the role and team As a Senior Enterprise Client Partner on the company'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 the company. 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 the company's Marketplace, the company 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 the company'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 the company'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 the company'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. For Chicago, IL-based roles: The total on-target earnings (OTE) range for this position is USD $223,333 - USD $248,333. The OTE includes a base salary range of USD $134,000 per year - USD $149,000 per year and an annualized cash variable incentive target of USD $89,333 - USD $99,333. For Dallas, TX-based roles: The total on-target earnings (OTE) range for this position is USD $223,333 - USD $248,333. The OTE includes a base salary range of USD $134,000 per year - USD $149,000 per year and an annualized cash variable incentive target of USD $89,333 - USD $99,333. For Miami, FL-based roles: The total on-target earnings (OTE) range for this position is USD $223,333 - USD $248,333. The OTE includes a base salary range of USD $134,000 per year - USD $149,000 per year and an annualized cash variable incentive target of USD $89,333 - USD $99,333. For New York City, NY-based roles: The total on-target earnings (OTE) range for this position is USD $248,333 - USD $276,667. The OTE includes a base salary range of USD $149,000 per year - USD $166,000 per year and an annualized cash variable incentive target of USD $99,333 - USD $110,667. For San Francisco, CA-based roles: The total on-target earnings (OTE) range for this position is USD $248,333 - USD $276,667. The OTE includes a base salary range of USD $149,000 per year - USD $166,000 per year and an annualized cash variable incentive target of USD $99,333 - USD $110,667. 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.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 the company'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.the company 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. #J-18808-Ljbffr Uber