Senior Regional Merchant Lead, New Verticals

About the Team

The New Verticals team is redefining local commerce by expanding DoorDash beyond restaurants into Grocery, Convenience, Liquor, Retail, Flowers, and more. We build meaningful partnerships with standout local and regional merchants, helping them grow and meet customers where they are. Stationed regionally, we move fast, think creatively, and lead the charge in developing new categories across the U.S. Together, we’re shaping a platform that gives consumers access to more of what they need, when they need it.

This is a field sales opportunity based out of the cities specified above. You will need to live in or in proximity to the cities listed.

About the Role

As a Senior Regional Merchant Lead, you will own the full sales cycle for bringing new non-restaurant partners onto DoorDash. This is a fast-paced, high velocity role where you will prospect, pitch, negotiate, and close deals in our emerging categories such as grocery, convenience, alcohol, and retail. This role is ideal for a seller with proven outside sales experience who can independently manage a full-cycle pipeline – from identifying opportunities to closing and supporting emerging markets.

Merchant selection is central to DoorDash’s growth – each high-quality partner we onboard strengthens our marketplace, accelerates customer acquisition, deepens retention, and unlocks meaningful revenue across our fastest-growing categories. You will negotiate revenue share agreements, sell multi-product solutions, and tailor DoorDash’s offerings to merchant needs. 

On New Verticals, change is the norm – and our best Senior Regional Merchant Leads turn ambiguity into action. You’ll operate with autonomy, bring structure to emerging opportunities, contribute to strategic initiatives, support rollouts, and iterate quickly as categories evolve.

This is a field sales role with travel within the region. You will 50%+ of your time in-field meeting with merchants (typically 2-3 days per week) with additional flexibility to work remotely or from a DoorDash office. In addition, this role will require the ability to travel as needed for in-person collaboration through trainings, offsites, team-building events, and other business related necessity.

You're excited about this opportunity because you will…

• Build and deepen partnerships with high-potential merchants by showcasing the value of DoorDash’s full suite of services (Marketplace, POS Integrations, and more)
• Master our service offerings — solve merchant pain points, apply product knowledge to win deals, and share insights to improve both merchant and customer experiences
• Lead complex negotiations to structure industry-leading, mutually beneficial economic terms
• Manage a highly organized, fast-paced sales cycle with the goal of closing deals within weeks
• Bring structure to early-stage, ambiguous environments while helping shape new business lines
• Collaborate cross-functionally with Strategic Sales Managers, Partner Management, and central teams (Strategy, Drive, POS, Marketing) to maximize account value
• Travel into different markets and meet directly with merchants, spending 50%+ of your time in field

We're excited about you because you have…

• 3+ years of experience in a closing sales role, preferably in an outside sales or field-forward environment
• The ability to thrive in a strategic, complex deal cycle and closing multi-product solution sales
• Consistently exceeded KPIs and sales target through disciplined activity and strong execution
• Approach challenges from the fundamentals - clear discovery, strong communication, and merchant-first thinking
• Strong ability to adapt in fast-changing environments and enjoy taking on new challenges every few months
• Demonstrated creative and resourceful outreach tactics to open doors and engage with prospects
• The ability to navigate ambiguity and create a structure where none exists
• Technical proficiency with CRM and sales tools (Salesforce, Outreach, Chorus, Google Apps).
• The ability to travel 50%+ time in market, including overnight stays

 

Compensation

Actual compensation within the pay range listed below will be decided based on factors including, but not limited to, skills, prior relevant experience, and specific work location. Base salary is localized according to employee work location. 

In addition to base salary, the compensation for this role includes opportunities for equity grants and sales commission. Talk to your recruiter for more information.

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