About the Team
On the Restaurant Success team, we develop DoorDash partners to capture engagement, growth, and performance on our platform. We will establish success and build a plan to reach new heights, while accommodating the variable needs of our partners.
About the Role
As an SMB Business Development Executive - Retention, you will lead high-impact negotiations with SMB-managed merchants during pivotal partnership moments – including renewals, churn threats, and exclusivity discussions. You will own complex deal conversations end-to-end balancing merchant needs with DoorDash’s strategic priorities to drive outcomes that support long-term retention and revenue growth.
This role requires strong commercial judgement, executive presence, and deep understanding of restaurant economics. You’ll work autonomously while partnering closely with cross-functional teams and senior leadership to develop compelling proposals, influence strategy, and scale insights across the broader business.
You will report to the Manager of Eastern Canada within our Canadian SMB Restaurant Success organization. We expect this role to be hybrid, with time split between working in-office, traveling to merchants, and working from home.
You’re excited about this opportunity because you will…
- Own complex negotiations: Lead deal conversations from discovery through close during renewals, exclusivity discussions, and churn-risk situations
- Drive cross-functional alignment: Partner with account owners, product, local market teams, strategic finance, legal, and others to build strong merchant proposals
- Present with influence: Develop and deliver compelling presentations that clearly articulate DoorDash’s value and advocate for long-term partnerships
- Engage senior leadership: Collaborate with internal leaders throughout the deal lifecycle and contribute insights that shape broader GTM strategy
- Operate with urgency and autonomy: Navigate ambiguity, move quickly, and exercise sound judgment while maintaining high quality and rigour
- Build for scale: Contribute to the evolution of Canada SMB Restaurant Success strategy, processes, and playbooks as the business grows
We’re excited about you because you have…
- 4+ years of experience in business development, account management, strategic sales, or a related role involving complex negotiations and senior stakeholder engagement.
- Strong understanding of the restaurant industry and merchant economics, including profitability and P&L drivers
- Executive presence with the ability to build rapport quickly and influence stakeholders at all levels
- Proven negotiation and objection-handling skills, particularly in renewal, retention, or partnership-focused deals
- Data-driven mindset with the ability to translate insights into clear, commercially sound recommendations
- Comfort collaborating closely with cross-functional partners and senior leadership throughout the deal lifecycle
- Ability to operate autonomously in fast-changing, ambiguous environments while maintaining high quality and rigour
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
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.
If you need any accommodations, please inform your recruiting contact upon initial connection.
