Job Description
<div class="content-intro"><p><img style="display: none; max-width: 100%;" src="https://click.appcast.io/greenhouse-te8/a31.png?ent=34e=22630t=1701374353806" width="1px"> <img style="display: none; max-width: 100%;" src="https://track.jobadx.com/v1/i.gif?utm_pixel=224e990b-8ff4-4287-8d5d-2ff09647f181utm_ptz=ESTutm_rqt=track" alt="" width="1"></p></div><h2><strong>About the Team</strong></h2>
<p>The SMB Business Development team is responsible for managing key partnership moments with our most strategic restaurant partners. Our team steps in at pivotal times—such as contract renewals, exclusivity negotiations, and high-impact strategic initiatives—to ensure long-term success before transitioning accounts back to the broader Account Management team. We collaborate cross-functionally with Product, Strategic Finance, Selection, US Local Markets, and Legal to drive retention, exclusivity, and deal efficiency at critical junctures.</p>
<h2><strong>About the Role</strong></h2>
<p>As an <strong>SMB Business Development Executive II - Retention</strong>, 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.</p>
<p>This role requires strong commercial judgement, executive presence, and deep understanding of restaurant economics. You’ll take on the most complex merchant situations, influence senior internal stakeholders, and contribute meaningfully to strategy, process improvement, and execution at scale. In addition to closing individual deals, you’ll help shape how SMB Business Development approaches retention across the broader portfolio.</p>
<p>You will report to the Manager of SMB Business Development. We expect this role to be hybrid, with time split between working in-office, traveling to merchants, and working from home.</p>
<h2><strong>You’re excited about this opportunity because you will…</strong></h2>
<ul>
<li><strong>Own complex negotiations:</strong> Lead deal conversations from discovery through close during renewals, exclusivity discussions, and churn-risk situations</li>
<li><strong>Drive cross-functional alignment:</strong> Partner with account owners, account development, product, local market teams, strategic finance, legal, and others to build strong merchant proposals</li>
<li><strong>Present with influence: </strong>Develop and deliver compelling presentations that clearly articulate DoorDash’s value and advocate for long-term partnerships</li>
<li><strong>Engage senior leadership:</strong> Collaborate with internal leaders throughout the deal lifecycle and contribute insights that shape broader GTM strategy</li>
<li><strong>Operate with urgency and autonomy:</strong> Navigate ambiguity, move quickly, and exercise sound judgment while maintaining high quality and rigor</li>
<li><strong>Build for scale:</strong> Contribute to the evolution of SMB Business Development strategy, processes, and playbooks as the business grows</li>
</ul>
<h2><strong>We’re excited about you because you have…</strong></h2>
<ul>
<li><strong>7+ years of experience</strong> in business development, account management, strategic sales, or a related role involving complex negotiations and senior stakeholder engagement.</li>
<li>Deep understanding of the restaurant industry and merchant economics, including profitability and PL drivers</li>
<li>Strong executive presence with the ability to influence senior merchant stakeholders and internal leaders</li>
<li>Proven expertise in negotiation and objection handling, particularly in renewal, retention, or long-term partnership deals</li>
<li>Highly data-driven, with the ability to synthesize insights into clear, strategic recommendations</li>
<li>Demonstrated success collaborating with cross-functional teams ... (truncated, view full listing at source)