Account Manager, Enterprise Franchise Sales

Doordash•San Juan, PR

58d

About The Position

As the Account Manager, Enterprise Franchise Sales - Puerto Rico, you will own end-to-end relationships with franchise partners across the island. This role uniquely combines Business Development (pre-sale negotiations, deal structuring, contracting) and Account Management (post-sale growth, performance optimization, and retention). You will develop new franchise partnerships, negotiate terms, work with Legal to finalize contracts, lead onboarding, and manage long-term performance across Marketplace. You'll collaborate closely with Strategy & Operations, Legal, Finance, Merchant Operations, Product, and Activation teams to deliver high-impact results.

Requirements

4+ years of experience in Enterprise Sales, Account Management, Business Development, or Strategic Partnerships.
Bilingual fluency in Spanish and English (verbal and written).
Proven track record of negotiating and closing agreements.
Experience managing multi-stakeholder relationships - especially franchise groups, hospitality, retail, CPG, or marketplace platforms.
Strong analytical and problem-solving skills; comfortable working in Salesforce, Excel/Sheets, and internal dashboards.
Ability to travel across Puerto Rico for merchant meetings, roadshows, and market visits.
Excellent written and verbal communication skills, including executive-level presentation experience.

Nice To Haves

Experience with Puerto Rican franchise markets or Caribbean territories.
Familiarity with legal workflows, contract redlines, or deal structuring.
Background working with delivery marketplaces, logistics platforms, or SaaS solutions.
Knowledge of DoorDash products (Marketplace, Drive, DashPass, Promotions).

Responsibilities

Drive growth in Puerto Rico by identifying, negotiating, and activating Enterprise Marketplace partnerships across key franchise groups.
Own the full sales funnel - from lead generation, conferences, pipeline management, contract negotiation, legal coordination, to go-live execution.
Manage post-sale relationships to grow GMV and deepen product adoption (Marketplace, DashPass, Pickup, etc.).
Serve as the primary point of contact for franchise owners, operators, and regional leadership across Puerto Rico.
Customize strategies to local market dynamics, ensuring solutions align with Puerto Rican consumer behavior, franchise structures, and operational nuances.
Collaborate cross-functionally with Legal, Finance, Strategy & Ops, and Franchise Account Executives to remove blockers, activate stores, and scale success.
Educate partners on best practices for operational excellence, quality, incentives, and fulfillment efficiency.
Support scalable processes, including contract workflows, onboarding checklists, playbooks, and internal documentation.