Account Manager, Enterprise Franchise Sales

Doordash•Miami, FL

56d

About The Position

The Enterprise Franchise Sales team accelerates DoorDash's growth by building strategic partnerships with the largest restaurant franchises across North America. We collaborate with franchise groups to expand their Marketplace and Drive footprint, strengthen operational performance, and unlock incremental GMV through data-driven insights and cross-functional execution. This role represents the next step in expanding our Enterprise footprint in Puerto Rico - a critical and fast-growing market where local relationship-building, cultural fluency, and negotiation are key to long-term success. 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. You're excited about this opportunity because you will… 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. We're excited about you because… You're a bilingual relationship-builder who can seamlessly navigate conversations in Spanish and English with executives, franchisees, and operators. You thrive owning both negotiations and long-term account growth - not just closing deals, but scaling them. You understand complex franchise structures and know how to build trust with multi-unit operators and franchise owners. You're a strategic sales leader who thrives at the intersection of execution and innovation. You have a proven ability to lead high-performing, cross-functional teams that deliver measurable revenue impact. You are passionate about turning complex franchise structures into clear, actionable sales motions. You lead with data, empathy, and clarity - ensuring the team's energy is focused on what truly drives growth. You're comfortable operating in ambiguity, scaling new processes, and iterating fast.

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.