Manager, Sales Strategy & Operations

About The Team Our sales and partner management teams are the heart and soul of DoorDash, enabling us to sign and partner with top restaurants across the country to drive revenue and help our partners operate and grow their businesses. As DoorDash grows both in scale and breadth of offering, the strength of our sales engine and organizational structure must grow with it. About The Role As the Manager of Sales Strategy & Operations for Sales Tooling, you will be the core DRI for DoorDash’s third-party (3P) technology ecosystem. You will play a pivotal role in executing against top company business objectives by owning the 3P portfolio of our centralized Sales tooling operation. Reporting to the Senior Manager of Sales Tooling, you will manage spend tracking and license optimization across the 3P budget, ensuring that every tool in our stack directly contributes to sales productivity and operational efficiency. Strategic Ownership & Governance Oversee the end-to-end strategy and execution of DoorDash’s 3P sales tooling portfolio. Act as a thought partner on "build vs. buy" decisions as it relates to our 3P vs 1P stack of sales tools. Operate and continuously improve the tooling governance process (intake, scoring, SLAs, and routing to Legal, Security, and Procurement) to eliminate redundant "shadow" procurement across lines of business. Run structured tool evaluations, make scale or sunset recommendations to the governance council, and execute approved procurement and decommissioning. Cross-Functional Partnership Gather and synthesize requirements from Sales teams to shape tool selection and feature asks. Partner with GTM Technology & Product to ensure all 3P solutions align with technical requirements and architectural standards. Work closely with Revenue Operations to measure and report on the sales productivity impact of all tooling investments. Vendor & Lifecycle Management Act as the main point of contact for 3P sales tooling partners, holding vendors accountable to roadmaps that resolve existing challenges and implement enhancements. Serve as the central DRI for tooling licensing, access management, and permissioning to accelerate decision-making and reduce operational friction. Execution & Enablement Partner with Enablement to drive adoption and best practices for 3P tools across sales teams, and track adoption and sentiment. Develop a centralized repository for tooling documentation and best practices to resolve current information silos. You’re excited about this opportunity because you will be driving… Tooling Optimization: Drive the evaluate, renew, and retire decisions that move us toward fewer, better tools and a 1P-first stack where possible. Governance in Motion: Optimize and oversee tooling governance council cycles and decision calendar running, ensuring fiscal discipline and eliminating redundant "shadow" procurement. Cross-Functional Collaboration: Work closely with GTM Technology, Product, Sales Leadership, Revenue Operations, and the Sales Analytics AI pod to align technical requirements with business goals and productivity outcomes. Tooling Optimization and ROI: Analyze usage data and performance metrics to derive actionable insights, identifying trends and providing recommendations to evolve or decommission tools to maximize ROI. Sales Productivity Strategy: Collaborate with Sales leads across all lines of business to identify friction points and implement 3P or AI-enabled solutions that accelerate the sales cycle and improve rep efficiency. Vendor Roadmap Influence: Be the key point of contact for your 3P vendors, providing structured feedback and holding them accountable to committed roadmaps and SLAs. We’re Excited About You Because You Have… A bachelor's degree in Business, Economics, Engineering, or a related field. Experience in Sales Operations, GTM Technology, or Sales Strategy, ideally in a fast-paced tech or e-commerce environment. Experience managing SaaS tools and vendor relationships, with exposure to renewals and contracts in partnership with Procurement and Legal. Excellent communication and presentation skills, with the ability to distill technical tooling challenges into clear business cases for leadership and the tooling governance council. The ability to navigate large datasets to measure tooling adoption and business impact. Demonstrated experience in driving operational rigor and governance in a decentralized environment. An Architect at Heart – You think in systems, not just features; you treat every broken process as a build opportunity and every data gap as a use case waiting to be deployed. Entrepreneurial – You have a bias toward action, an ownership mentality, and the ability to thrive in a constantly changing environment. Gritty – You are willing to roll up your sleeves to map complex workflows, diagnose gaps, and do whatever it takes to make our tooling stack successful. A Relationship-Builder – You can influence and motivate stakeholders at all levels, from technical engineers to frontline sales managers. Operational & Rigorous – You independently translate high-level strategy into actionable project plans with strict attention to detail and efficiency. Qualifications Experience: 6+ years in Sales Operations, GTM systems and tooling, or Sales Strategy, ideally supporting a sales tech stack; tech or marketplace experience preferred. Strategic Execution: Demonstrated success in leading cross-functional initiatives, hitting goals, and succeeding in a complex, fast-moving environment. Analytical Prowess: Excellent analytical thinker who can deliver actionable recommendations from complex usage and productivity datasets; Salesforce and Excel experience required, SQL preferred. AI-Native Builder: Proven explorer of AI tooling to drive efficiency; experience mapping complex operational workflows and architecting AI-enabled solutions. You are comfortable using tools like Claude or ChatGPT to prototype automation that eliminates manual work and accelerates decision-making. Communication: Expert communication and interpersonal skills, with the ability to manage multiple vendors and internal stakeholders simultaneously. Systems Thinking: Experience with the end-to-end lifecycle of sales tools—from process discovery and technical requirement gathering through to prototype, deployment, and global enablement. Nice to Haves Experience with the "Modern Sales Stack" Experience in procurement or managing large-scale SaaS budgets. Background in process improvement methodologies (e.g., Lean, Six Sigma) or project management certifications. If you are a seasoned leader with a passion for optimizing technology to drive business results and want to be part of a dynamic, growing organization, we encourage you to apply for the Manager, Sales Strategy & Operations (Sales Tooling) position at DoorDash. We expect this position to be filled by 25-11-2026 Compensation The successful candidate’s starting pay will fall within the pay range listed below and is determined based on job-related factors including, but not limited to, skills, experience, qualifications, work location, and market conditions. Base salary is localized according to an employee’s work location. Ranges are market-dependent and may be modified in the future. In addition to base salary, the compensation for this role includes opportunities for equity grants. Talk to your recruiter for more information. DoorDash cares about you and your overall well-being. That’s why we offer a comprehensive benefits package to all regular employees, which includes a 401(k) plan with employer matching, 16 weeks of paid parental leave, wellness benefits, commuter benefits match, paid time off and paid sick leave in compliance with applicable laws (e.g. Colorado Healthy Families and Workplaces Act). DoorDash also offers medical, dental, and vision benefits, 11 paid holidays, disability and basic life insurance, family-forming assistance, and a mental health program, among others. To learn more about our benefits, visit our careers page here. See Below For Paid Time Off Details For salaried roles: flexible paid time off/vacation, plus 80 hours of paid sick time per year. For hourly roles: vacation accrued at about 1 hour for every 25.97 hours worked (e.g. about 6.7 hours/month if working 40 hours/week; about 3.4 hours/month if working 20 hours/week), and paid sick time accrued at 1 hour for every 30 hours worked (e.g. about 5.8 hours/month if working 40 hours/week; about 2.9 hours/month if working 20 hours/week). The national base pay range for this position within the United States, including Illinois and Colorado. $125,800—$185,000 USD About DoorDash At DoorDash, our mission to empower local economies shapes how our team members move quickly, learn, and reiterate in order to make impactful decisions that display empathy for our range of users—from Dashers to merchant partners to consumers #J-18808-Ljbffr DoorDash, Inc.