Director, Business Development

Job Description

About the role and team

This is a unique opportunity to join Uber's Business Development organization and shape the next phase of growth for Uber's Delivery business in the United States. As Director of Business Development, you will identify, structure, negotiate, and execute high-impact commercial partnerships that materially accelerate growth across Uber Eats, Grocery & Retail, and Uber Direct.

Working directly alongside the General Manager of US Delivery, Corporate & Business Development executive leadership, and Product/Tech leaders, you will define and execute complex, high-visibility deals with $100M+ Gross Bookings potential. You will operate in uncharted territory-building playbooks where none exist-and spearhead new growth vectors across enterprise merchants, retail, POS ecosystems, higher education, and merchant financial/AI services.

This role focuses on partnerships that create step-change impact by:

• Accelerating consumer acquisition, engagement, and retention through high-value commercial channels
• Expanding differentiated merchant and product selection to broaden platform choice and market share
• Unlocking new consumer populations and growth vectors across untapped demographics and specialized verticals
• Deepening strategic relationships with leading restaurant, retail, grocery, and consumer brands
• Creating new distribution and demand channels for Uber's multi-product ecosystem
• Improving profitability and strategic positioning for Uber's Delivery platform

This role will complement Uber's existing Consumer Partnerships programs, including loyalty, membership, and third-party distribution, as well as Merchant Technology partnerships across areas such as POS and Ads.

We are seeking a highly strategic, analytical, and commercially driven leader with a proven track record of originating and executing complex, high-value partnerships. The ideal candidate navigates seamlessly between setting strategy with senior Uber leadership, engaging C-suite executives at major partner organizations, negotiating complex agreements, and collaborating cross-functionally to turn deals into measurable business impact

What you'll do

• US Delivery BD Strategy & Portfolio Ownership: Partner directly with Corporate Development executive leadership and the GM of US Delivery to architect, prioritize, and manage a high-impact portfolio of strategic partnerships across Restaurants/Uber Eats, Grocery & Retail, and Uber Direct.
• End-to-End Deal Origination & Execution: Own the full partnership lifecycle-from thesis generation, business case development, and executive pitching through complex commercial negotiations, contracting, product/tech integration, and launch.
• Enterprise Merchant & Selection Growth: Structure transformational partnerships with major retailers, restaurant groups, POS platforms (e.g., Toast, Shopify), and capital allocators (private equity firms, franchise owners) to unlock exclusive selection and rapidly scale merchant onboarding.
• Multi-Platform & Commercial Innovation: Architect sophisticated commercial constructs (revenue-sharing, incentives, joint investments) that combine Uber's broader ecosystem-including Delivery, Mobility, Membership, Advertising, and Uber Direct-to deliver differentiated value propositions.
• Merchant Services & New Growth Vectors: Define and launch strategic partnerships for next-generation merchant offerings (dine-out, merchant lending, AI/tech solutions) while capturing untapped consumer segments and growth verticals (e.g., higher education/campus partnerships).
• Cross-Functional & Executive Leadership: Serve as a core BD representative in US Delivery leadership forums, building trusted C-level partner relationships while aligning internally with Product, Tech, Operations, Finance, Legal, and Policy teams to drive fast-paced execution.

Basic Qualifications

• 10+ years of progressive experience in Business Development, Corporate Development, Strategic Partnerships, or Strategy at a leading technology company, management consultancy, or investment bank.
• Proven success originating, structuring, negotiating, and closing highly complex commercial partnerships with $100M+ Gross Bookings / revenue impact.
• Demonstrated ability to architect complex product, API, and platform-level integrations with enterprise technology partners.
• Exceptional negotiation and communication skills, with a track record of pitching to and building trusted relationships with CEOs, founders, and C-level executives at Fortune 500 organizations.
• Ability to operate with extreme autonomy in highly ambiguous environments without pre-existing playbooks, converting high-level business goals into executed, scalable deals.

Preferred Qualifications

• Direct experience within food delivery, quick-commerce, merchant tech, point-of-sale (POS), or retail tech environments.
• Prior experience at a top-tier management consulting firm (MBB) or investment bank with deep coverage in technology, retail, or consumer sectors.
• Proven capability to flex across diverse deal structures ranging from commercial expansion and tech integrations to joint ventures and strategic capital investments.

Responsibilities

For New York City, NY-based roles: The base salary range for this role is USD $245,000 per year - USD $272,000 per year.

For San Francisco, CA-based roles: The base salary range for this role is USD $245,000 per year - USD $272,000 per year.

For all US locations, you will be eligible to participate in Uber's bonus program, and may be offered an equity award & other types of comp. All full-time employees are eligible to participate in a 401(k) plan. You will also be eligible for various benefits.

About Us

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 Uber'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.

Uber 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.