Franchise Strategic Account Development Executive

Franchise Strategic Account Development Executive

New York, NY; Washington, DC; Miami, FL; Atlanta, GA; Philadelphia, PA; Boston, MA; Chicago, IL; Denver, CO; Austin, TX; San Francisco, CA; Los Angeles, CA; San Diego, CA; Seattle, WA; Phoenix, AZ

About the Team

On the Outside Account Development team, we expand existing DoorDash franchise partnerships while identifying opportunities to drive further engagement, growth, and performance on our platform. We learn more about each merchant's business and growth goals and build a path to increased revenue, stronger operational performance, and long-term ROI all while accommodating the diverse and rapidly evolving needs of our partners.

About the Role

We're looking for an outside sales executive to join our team as a Franchise Strategic Account Development Executive. In this role, you'll connect existing franchise merchant partners with new and powerful tools across DoorDash Marketplace, our flagship suite of products that helps merchants get discovered, drive orders, optimize operations, and grow sustainably. This is a franchise-focused role: you'll sell to multi-location franchisees, coordinate with corporate brand teams on approved marketing strategies, and turn single-store wins into footprint-wide adoption across brands in your book.

You will ensure partnership terms make sense for both DoorDash and the merchant while driving adoption of high-impact Marketplace solutions including menu optimization, promotions, Sponsored Listings, Offers, store page enhancements, and additional merchandising tools that improve conversion. You will ensure sustained success and increased sales across your book of business. You will report to the Manager of Strategic Account Development in our Outside Sales organization.

Historical performance, including but not limited to attainment and optimization, will be considered during the selection process.

You're excited about this opportunity because you will

Drive Growth Through DoorDash Marketplace Products

• Educate merchants on the full range of DoorDash Marketplace products, including:
• Marketplace storefront & ordering experience Showcase how DoorDash drives demand through a high-intent customer base, easy ordering, and visibility across our consumer app and web.
• Marketing & Merchandising tools Promote adoption of Sponsored Listings, Offers, Promotions, and DashPass strategies to improve conversion, increase order volume, and expand customer reach.
• Menu & store page optimization Help merchants improve their presence on Marketplace through photo enhancements, menu structure, item descriptions, and feature adoption to increase search ranking and customer engagement.
• Operational tools & insights Guide merchants on tools that improve store performance, from prep-time accuracy and store hours to order batching, store-level analytics, and actionable reporting.
• Merchant success programs Connect partners to platform features like reviews management and customer engagement tools to retain customers and improve satisfaction.

Expand and Develop Strategic Partnerships

• Run your end-to-end sales process with advanced discovery, consultative selling, and complex pipeline management.
• Excite existing accounts about the potential to grow revenue share through Marketplace optimizations and adoption of new platform features.
• Engage with strategic decision makers (C-suite, VPs, owners) and use data to tell a compelling story around Marketplace performance and opportunity.
• Close partners on upgrades, upsells, and cross-sells across Marketplace, including marketing packages, merchandising visibility, and operational enhancements.
• Use internal data and unit economics to forecast revenue growth and explain how Marketplace solutions improve sales, brand perception, and customer acquisition.
• Build internal guides for Marketplace selling motions and best practices to scale the team's impact.
• Collaborate with regional Strategic Partner Managers (5+ at a time) to close and renegotiate Marketplace-centered sales terms.
• Travel across your region (up to 40%), with flexible scheduling and hybrid work options.
• Navigate the franchise stakeholder map by working the full org chart across corporate/franchisor brand teams, multi-unit franchisees and individual GMs or owner-operators. Decision rights vary by brand - some products require corporate approval, others sit with the franchisee.
• Sell inside brand compliance and corporate guardrails. Many franchise brands set approved marketing playbooks, promo guidelines, and pricing rules at the corporate level. Sell within those guardrails, and when there's a conflict, escalate through the right corporate contact rather than going around them.
• Scale one conversation into many stores. Unlike independent SMB where one deal equals one store, a single franchisee can own 550+ locations. Think in portfolios: land the motion with one operator, then scale adoption across their full footprint. Comfort building store-list-level adoption plans is required.
• Partner with corporate-facing Strategic Partner Managers. You're the franchisee-facing rep - coordinate, don't collide. Knowing when to loop in the SPM versus move independently is core to the role.

We're excited about you because

• You have 5+ years of sales experience, including at least 3+ years selling to an existing client base (upsell, cross-sell, promotions, expansions).
• You have 3+ years of B2B and SaaS sales experience.
• You have led an outside sales end-to-end cycle, ideally within a product-driven or marketplace environment.
• You align partners while managing project timelines and expectations, or bring related project management experience.
• You have strong data skills, including knowledge of Excel and experience creating data-backed sales narratives.
• You own client-facing conversations, influence stakeholders, and navigate complex negotiations confidently.
• Experience selling into franchised locations is strongly preferred - including navigating corporate approved marketing and selling across franchisor and franchisee stakeholders
• Bonus: familiarity with online marketplaces, local commerce ecosystems, or merchant-facing tech platforms.

Applications for this position are accepted on an ongoing basis.

Notice to Applicants for Jobs Located in NYC or Remote Jobs Associated With Office in NYC Only

We use Covey as part of our hiring and/or promotional process for jobs in NYC and certain features may qualify it as an AEDT in NYC. As part of the hiring and/or promotion process, we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound from August 21, 2023, through December 21, 2023, and resumed using Covey Scout for Inbound again on June 29, 2024.

The Covey tool has been reviewed by an independent auditor. Results of the audit may be viewed here: Covey

Compensation Actual compensation within the pay range listed below will be decided based on factors including, but not limited to, skills, prior relevant experience, and specific work location. Base salary is localized according to employee work location. In addition to base salary, the compensation for this role includes opportunities for equity grants and sales commission. 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).

$93,840 - $138,000 USD

$156,400 - $230,000 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 usersfrom Dashers to merchant partners to consumers. We are a technology and logistics company that started