Account Executive, SMB

DoorDash Australia

9d•Onsite

About The Position

Our Restaurant Acquisition team is the engine behind DoorDash's growth across Australia. We identify, pitch, and sign new SMB restaurant partners bringing the best local dining onto the platform and expanding selection for customers in every market we serve. As an Account Executive, you'll be responsible for acquiring our new SMB restaurant partners for DoorDash. You'll own the full sales cycle: from prospecting and outreach to pitching, negotiating, and signing, building a strong pipeline of high-quality merchants that fuel marketplace growth. Working cross-functionally with Marketing, Operations, Customer Success and Strategy teams, you'll leverage market insights and competitive intelligence to win in your territory and convert top prospects. This is a highly field-based role requiring regional and interstate travel (including overnight travel and occasional week-long trips). Candidates must hold a valid full driver’s licence and be comfortable with travel requirements that may vary based on business priorities and market needs.

Requirements

4+ years of experience in B2B sales, business development, or new business acquisition
Proven track record of meeting or exceeding sales targets and closing new business
Strong prospecting and pipeline management skills with a hunter mentality
Commercial acumen with the ability to craft compelling value propositions and negotiate effectively
Clear, confident communicator — equally persuasive on the phone, over email, and in person
Thrive in high-growth, high-pace environments; competitive, adaptable, and solutions-focused
A genuine team player — collaborative by nature and committed to helping others win
Hold a valid full driver’s licence

Responsibilities

Hunt and close new restaurant partners: pitch and sign SMB restaurants from iconic local favourites to exciting up-and-coming venues
Own your patch: develop and execute a strategic acquisition plan that prioritises high-value prospects and closes selection gaps in key markets
Use data to win: leverage market intelligence, competitive insights, and platform data to build compelling pitches and prioritise outreach
Navigate objections and negotiate commercially: tailor proposals that demonstrate clear value, handle competitive pushback, and close deals that set partners up for long-term success
Collaborate cross-functionally with Marketing, Operations, and Post-Sales teams to ensure a seamless merchant onboarding experience and strong speed to first order
Be a market expert: stay across competitor activity, local dining trends, and merchant sentiment to inform your approach and feed insights back to the wider business
Lift the team by sharing winning tactics, pipeline best practices, and helping those around you succeed