Account Representative (AR)

Overview

You cold call restaurants across Northern California to book discovery meetings for Account Executives. You're prospecting into a crowded market where every restaurant has already been hit up by Uber Eats, DoorDash, Grubhub, and local competitors multiple times.

Role Snapshot

Company Context

Stage: Public (NYSE: UBER)

Size: 148,677 employees globally

Growth: Uber Eats is a massive division competing heavily with DoorDash for restaurant partners

Market Position: One of two dominant players in food delivery, fighting for market share restaurant by restaurant

GTM Reality

Pipeline Sources:

• 5% Inbound - Some restaurants reach out directly, but rare
• 90% Outbound - You're making cold calls to targeted restaurant lists
• 5% Referrals - Occasionally existing partners refer others

SDR/AE Structure: Dedicated ARs feed qualified meetings to closing AEs

SE Support: None - this is a straightforward sales motion

Competitive Landscape

Main Competitors: DoorDash (biggest), Grubhub, local delivery services, restaurants' own delivery infrastructure

How They Differentiate: Uber's massive consumer user base and brand recognition, integrated with Uber rides app

Common Objections: "We're already on DoorDash", "The commission is too high", "We tried it before and it wasn't worth it", "We have our own delivery"

Win Themes: Customer reach/volume, dual platform with Uber rides, marketing support, existing brand trust

What You'll Actually Do

Time Breakdown

Cold Calling (60%) | Meeting Prep/Follow-up (20%) | Internal Admin (20%)

Key Activities

• Cold calling restaurant managers/owners: You make 80-100 calls per day from targeted lists. Most calls go to voicemail or get hung up on. You're trying to catch someone during a slow period who'll actually talk to you.
• Handling objections on the phone: You hear "we're already on DoorDash" or "not interested" dozens of times daily. Your job is to get past the brush-off and explain why they should at least take a meeting.
• Qualifying restaurants: Not every restaurant is a good fit. You need to identify ones that do decent volume, have capacity for delivery, and aren't already maxed out on platforms.
• Booking meetings for AEs: When you get someone interested, you schedule a discovery call or in-person meeting with an AE who will actually close the deal. You're measured on how many qualified meetings you set.

The Honest Reality

What's Hard

• Most restaurants have already been contacted by Uber Eats multiple times. You're re-prospecting into burned territory constantly.
• Restaurant managers are busy during meal rushes and don't want sales calls. Timing matters a lot, and you spend time hitting voicemail.
• Commission rates are a sticking point. Restaurants push back hard on 15-30% per order, especially in tight-margin businesses.
• High rejection rate - you might make 100 calls to book 1-2 meetings. The grind is real.
• Restaurants that tried delivery platforms before and had bad experiences are immediately skeptical.

What Success Looks Like

• Booking 40-60 qualified meetings per month for AEs
• Maintaining a 1-2% connect-to-meeting conversion rate
• Getting positive feedback from AEs that your meetings are actually qualified (not tire-kickers)

Who You're Selling To

Primary Buyers:

• Restaurant owners (independent restaurants)
• General managers (chain locations)
• Operations managers (multi-location groups)

What They Care About:

• Order volume - will this actually bring in enough orders to justify the commission?
• Commission structure - 15-30% per order is a big hit to margins
• Operational complexity - how hard is this to implement and manage?
• Existing partnerships - many are already on DoorDash and don't want to manage multiple tablets

Requirements

• 1+ years of sales experience (BDR/SDR or customer-facing role)
• Comfort with high-volume cold calling and rejection
• SF Bay Area based (onsite role with in-person meetings)
• Hunger to hit and exceed meeting quotas
• Ability to handle objections without getting discouraged