Strategic Merchant Lead

About the Team

The Outside Sales team has been the face of DoorDash to our merchant partners since our founding in 2013. Stationed locally across markets, the team builds deep relationships with the most iconic and desirable restaurants in each region. As the revenue-driving arm of DoorDash, Outside Sales fuels growth through strong merchant partnerships that improve customer acquisition, retention, and overall marketplace performance. 

This is a field sales opportunity based out of the cities specified above. You will need to live in or in proximity to the cities listed.

About the Role

We are looking for a Strategic Merchant Lead (SML) to drive new business acquisition and deepen DoorDash’s restaurant selection across key markets. These merchants have the most influence on customer growth, selection strength, and conversion – making this one of the most impactful roles in shaping the health and competitiveness of our marketplace. 

This role manages an end-to-end, outbound sales cycle, leveraging both field-based and virtual selling to drive high-impact results. You will prospect, pitch, negotiate, and close new restaurant partnerships while collaborating cross-functionally to structure competitive, creative economic terms and solve complex merchant needs. SMLs play a pivotal role in shaping the dining landscape of their territories, bringing some of the most desirable restaurants—from beloved neighborhood staples to top-tier culinary brands—onto the DoorDash platform.

This is a field sales role with travel within the region. You will ~40% of your time in-field meeting with merchants (typically 2-3 days per week) with additional flexibility to work remotely or from a DoorDash office. In addition, this role will require the ability to travel as needed for in-person collaboration through trainings, offsites, team-building events, and other business related necessity.

You're excited about this opportunity because you will…

• Own a full outbound sales cycle from prospecting to close for SMB and Local Hero/Premium restaurants.
• Drive 150–200+ weekly outreach activities (calls, emails, in-person visits) and maintain a highly organized 3-4 week sales cycle.
• Close ~16–17 deals per month while spending ~40% of your time in the field meeting restaurant owners.
• Pitch the full DoorDash suite (Marketplace, DashPass, Storefront) and communicate ROI effectively.
• Structure creative, nuanced revenue-share agreements and negotiate competitive economic terms.
• Partner closely with Strategic Finance, Deal Desk, and Operations to bring complex deals across the finish line.
• Navigate internal tools efficiently, including Salesforce, Outreach, Chorus, and Google Suite.
• Share territory learnings, competitive trends, and best practices to strengthen team execution and performance.
• Join a culture that prioritizes learning, ownership, and career development, with direct access to the support and resources you need to grow to the next level.

We're excited about you because you have…

• 3+ years of closing experience in outbound, quota-carrying sales roles.
• Proven ability to consistently exceed goals in a fast-paced environment.
• Experience managing organized, repeatable sales processes and short transactional cycles.
• Strong written and verbal communication skills with the ability to build rapport quickly.
• Technical proficiency with CRM and sales tools (Salesforce, Outreach, Chorus, Google Apps).
• Ability to adapt quickly, manage ambiguity, and maintain strong organization across multiple deal components (rates, bonuses, marketing funds, internal approvals, etc.).
• Demonstrated emotional intelligence, resilience, and a relentless work ethic.
• Ability to creatively engage prospects, create urgency, and overcome objections.
• Strong business judgment and ability to collaborate cross-functionally (90%+ of deals require XFN partnership).

 

 

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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. We are a technology and logistics company that started by enabling door-to-door delivery, and we are looking for team members who can help us go from a company that is known as the place you order food to a company that people turn to for any and all goods.

DoorDash is growing rapidly and changing constantly, which gives our team members the opportunity to share their unique perspectives, solve new challenges, and own their careers. We're committed to supporting employees’ happiness, healthiness, and overall well-being by providing comprehensive benefits and perks including premium healthcare, wellness expense reimbursement, paid parental leave and more.

Our Commitment to Diversity and Inclusion

We’re committed to growing and empowering a more inclusive community within our company, industry, and cities. That’s why we hire and cultivate diverse teams of people from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has room at the table and the tools, resources, and opportunity to excel.

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Notice Regarding Use of AI and Automated Tools: To streamline our hiring process, DoorDash utilizes an automated recruitment tool called Metaview.

How it works:  Metaview assists our recruiting team by evaluating job related qualifications and characteristics in connection with hiring. The tool is designed and used to support - rather than replace - human decision-making; trained personnel make final decisions with meaningful human review and oversight, and DoorDash does not use Metaview or other AI-enabled tool  in a manner that has the effect of subjecting applicants or employees to discrimination based on any protected characteristic or proxy or for engaging in any protected activity under applicable law.

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