About the Team

The Top Restaurant Partnerships organization works with DoorDash partners across the United States and Canada to help grow their business on the platform. Within this org, the SMB Business Development team focuses on acquiring, retaining, and expanding partnerships with our highest-value restaurant partners in the small and medium business (SMB) segment.

Our team operates in both proactive and reactive sales motions, helping merchants unlock growth through advertising, marketing, and marketplace solutions. This is a dynamic, fast-evolving group that shapes DoorDash’s merchant strategy by integrating new products, optimizing sales processes, and driving cross-functional collaboration with teams such as Product, Finance, Strategy & Operations, and Account Management.

About the Role

We’re looking for a Manager of SMB Business Development to lead and scale a team of top-performing Business Development Executives. You’ll own regional strategy, sales execution, and team development — driving acquisition and expansion of top SMB restaurant partners onto the DoorDash platform.

In this role, you’ll define goals, lead pipeline strategy, and ensure operational excellence across your team. You’ll also partner closely with Selection, Finance, Product, and Data teams to identify new growth opportunities and to refine our go-to-market playbook for the SMB segment.

You will report to the Senior Manager, SMB Business Development, within our Top Restaurant Partnerships organization.

You're excited about this opportunity because you will…

• Lead a high-performing team of Business Development Executives responsible for full-cycle acquisition, activation, and expansion of top SMB restaurant partners.
• Develop and execute strategy for identifying high-value acquisition targets and optimizing conversion through data-driven insights and experimentation.
• Partner cross-functionally with Account Management, Strategy, Finance, and Product to improve sales enablement, refine product-market fit, and influence roadmap decisions with merchant feedback.
• Coach and develop your team through mentorship, structured training, and ongoing performance management to achieve and exceed sales goals.
• Analyze performance metrics to inform forecasting, pipeline management, and territory planning, ensuring consistent attainment across the team.
• Represent the SMB Business Development team in leadership meetings, advocating for resources, process improvements, and the merchant perspective.
• Drive collaboration with our Account Management Organization to ensure smooth transitions, optimal merchant outcomes, and long-term partner retention.
• Foster a culture of excellence, accountability, and curiosity, promoting best practices for sales execution and relationship management.

We're excited about you because you have…

• 5–7 years of experience in business development, sales, or account management, including at least 2 years leading a high-performing team.
• Proven success in a quota-carrying or leadership capacity, ideally within a fast-paced, high-growth tech or marketplace environment.
• Demonstrated ability to coach and motivate sales talent to exceed ambitious targets.
• Strong business acumen with the ability to use data to influence decisions and optimize sales processes.
• Experience collaborating with cross-functional teams (Product, Finance, Strategy, Operations).
• Excellent communication and stakeholder management skills, both internally and externally.
• Strategic thinking with a hands-on approach to execution and problem-solving.
• Willingness to travel up to 25% of the time, depending on market and team needs.
• Must be comfortable regularly exercising discretion and independent judgment in performing job duties, including evaluating options, making informed decisions, and determining appropriate courses of action within the scope of assigned responsibilities.

Bonus Points

• Prior experience in restaurant tech, SaaS, or marketplace sales.
• Familiarity with DoorDash’s ecosystem, merchant tools, or sales operations.
• Track record of building and scaling new sales teams or markets.

 

 

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