About the Team

Top Restaurant Partnerships works with DoorDash partners across the United States to proactively acquire and retain top restaurant selection on our marketplace. The Business Development team partners with leading small- to medium-sized restaurant operators to expand and deepen their partnership with DoorDash. We focus on helping merchants transition from multi-platform to exclusive, while introducing them to DoorDash’s broader suite of merchant growth solutions — including marketing, fulfillment, and guest engagement tools.

About the Role

We’re looking for a Business Development Executive to help us acquire exclusivity with the highest-value restaurant partners in our managed SMB segment. In this role, you will lead strategic negotiations and develop data-backed proposals that drive profitability and efficiency for our most valuable SMB merchants. You’ll operate as a strategic advisor — using insights, financial modeling, and cross-functional collaboration to design exclusive partnerships that enhance both merchant success and DoorDash’s competitive position.

You’ll collaborate cross-functionally with teams including Account Management, US Local Markets, Local Marketing, Strategic Finance, Product, and Selection to develop scalable solutions and refine our exclusivity go-to-market strategy. Your insights and feedback will directly influence the evolution of our sales playbook and product development.

As DoorDash continues to expand its merchant solutions — from marketing and fulfillment to loyalty and guest engagement — our Proactive Exclusivity team plays a key role in shaping how top restaurants experience these products. This role offers a front-row seat to innovation and the opportunity to directly influence product strategy through merchant feedback.

You're excited about this opportunity because...

• Lead strategic negotiations with top-tier restaurant operators to secure exclusivity
• Partner cross-functionally with Account Management, Selection, Strategic Finance, and Marketing to build scalable, repeatable exclusivity strategies
• Use data and merchant P&Ls to articulate ROI and develop tailored value propositions
• Collaborate with internal teams to ensure seamless activation and long-term success post-signature
• Shape the exclusivity playbook and contribute to DoorDash’s evolving go-to-market strategy for merchant growth
• Travel up to 30% with flexible scheduling and remote work options

We’re excited about you because...

• 4–6+ 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 (preferred)

Minimum Qualifications

• 4+ years of experience in sales, business development, or strategic partnerships
• Proven record of exceeding revenue or growth targets through complex deal-making
• Experience managing the full sales cycle from prospecting to close
• Strong analytical and financial modeling skills, including comfort with P&Ls and ROI analysis

Preferred Qualifications

• Experience in restaurant technology, hospitality, or marketplace platforms
• Understanding of restaurant unit economics and delivery operations
• Demonstrated success in consultative negotiation and multi-stakeholder collaboration
  
  

 

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