Director, Strategy & Operations, Sales Lab

About the Team The Sales Lab org incubates DoorDash's highest priority bets. The team manages a portfolio of bets, from early proof‑of‑concept discovery, to finding product‑market‑fit with MVPs, to building the go‑to‑market plan for full‑scale launch. We work across all verticals and Merchant segments. About the Role We’re looking for a Director, Sales Lab, who will lead a team of 20+ merchant‑facing reps, testing pitches, pricing models, and features, documenting learnings to provide data‑backed recommendations on strategy, product, and pricing. You will create playbooks for scaled launches and go‑to‑market readiness, outlining tests, iterations, and future recommendations. You’ll set the vision for how the team operates and be responsible for their performance, including coaching and developing on sales skills, driving high productivity and insights, and implementing new sales tooling. You’ll partner with General Managers to define product‑market‑fit across a variety of verticals and target customer profiles, guiding them through the discovery, testing, and scaling process to land these new bets into full‑fledged products that drive merchant adoption, growth, and profitability. Responsibilities Lead a team of 20+ merchant‑facing reps, setting vision, coaching, and developing sales skills Conduct Merchant discovery, sell, onboard, and troubleshoot in the field Design and implement sales tooling and performance metrics for the team Partner with General Managers to define product‑market‑fit and guide discovery, testing, and scaling processes Document learnings and deliver data‑backed recommendations to inform strategy, product, and pricing Create playbooks for scaled launches and go‑to‑market readiness that outline tests, iterations, and future recommendations Key Outcomes Lead Strategic Growth Bets to Scale: Help shepherd GM and Sales orgs to find product‑market‑fit for $1B+ initiatives Be the Voice of the Merchant: Bring merchants new products and uncover unique Merchant needs Influence the DoorDash Ecosystem: Work cross‑functionally with Product, Strategy & Operations, and Sales to ensure seamless product feedback loops Drive Sales Excellence: Own performance and productivity for a 20+ organization, using quantitative and qualitative data to inform strategy Build the playbook for how we sell at DoorDash: Design sales strategy and test new GTM motions Qualifications Track record of impact – proven track record of driving significant, company‑wide impact Bias to action and agility – move quickly and thrive in a fast‑paced environment “Breakthrough walls” mentality – push the envelope of what is possible Clarity of thought – articulate a clear vision to cross‑functional partners Skilled executive management and communication – manage up and across DoorDash and engage senior leaders Strong leadership and maturity to build and scale a world‑class organization Demonstrated ability to create clarity and focus in complex, ambiguous problem spaces Experience building the team necessary to fulfill strategy – recruit, mentor, and develop team members 10+ years of relevant management experience Compensation Our national base pay range for this position within the United States, including Illinois and Colorado, is $197,200–$290,000 USD. Base salary is localized according to an employee’s work location. In addition to base salary, this role includes opportunities for equity grants. Benefits 401(k) plan with employer matching 16 weeks of paid parental leave Wellness benefits and commuter benefits match Paid time off and paid sick leave in compliance with applicable laws (e.g., Colorado Healthy Families and Workplaces Act) Medical, dental, and vision coverage 11 paid holidays Disability and basic life insurance Family‑forming assistance and a mental health program Flexible paid time off/vacation; 80 hours of paid sick time per year for salaried roles EEO Statement We are an equal opportunity and affirmative action employer. In keeping with our beliefs and goals, no employee or applicant will face discrimination or harassment based on race, color, ancestry, national origin, religion, age, gender, marital/domestic partner status, sexual orientation, gender identity or expression, disability status, or veteran status. We encourage applicants from all backgrounds, experiences, and perspectives to apply. #J-18808-Ljbffr Fairygodboss