Key skills
B2B SalesBusiness DevelopmentStrategic PartnershipsComplex Deal NegotiationConsultative SalesFinancial ModelingProfitLoss (P&L) AnalysisReturn on Investment (ROI) AnalysisData AnalyticsCommercial Agreement StructuringRestaurant OperationsDigital MarketingAnalyticsCommunicationNegotiationAccount ManagementSales
About this role
DoorDash is a technology and logistics company focused on empowering local economies. As an SMB Business Development Executive II - Acquisition, you will lead strategic negotiations to secure exclusive partnerships with top-value restaurant merchants, develop data-backed proposals, and collaborate cross-functionally to enhance merchant success and DoorDash's competitive position.
Responsibilities:
- Secure exclusive SMB partners: Lead high-touch, strategic negotiations to win exclusivity with top-value restaurant merchants
- Build data-backed deals: Develop financial models and proposals that drive merchant growth and DoorDash profitability
- Shape the exclusivity GTM: Inform how we sell exclusivity at scale by identifying what works across markets and segments
- Advise merchants strategically: Act as a trusted partner, aligning DoorDash products to merchant goals
- Collaborate cross-functionally: Work closely with Account Management, Finance, Product, Marketing, and Local Markets teams
- Refine sales playbooks: Translate deal learnings and merchant feedback into scalable talk tracks and pitch materials
- Own execution end-to-end: Manage opportunities from strategy through close in a fast-moving environment
- Operate entrepreneurially: Move quickly, lead through ambiguity, and take ownership of outcomes
Requirements:
- 4+ years of experience in B2B sales, business development, or strategic partnerships
- A strong record of closing complex, high-value deals from end to end
- A consultative sales approach and the ability to align tailored solutions to partner needs
- Experience collaborating across cross-functional stakeholders to deliver integrated outcomes
- Strong financial and business acumen, including comfort working with P&Ls and ROI analysis
- The ability to thrive in a fast-paced, high-growth environment with shifting priorities
- Exceptional communication, presentation, and negotiation skills
- Experience using data and analytics to inform deal strategy and influence stakeholders
- Experience structuring or renegotiating complex commercial agreements
- Familiarity with restaurant operations, delivery economics, or digital marketing within a marketplace environment