Business Development Executive II - Acquisition

DoorDash USA

2d•Hybrid

About The Position

As an SMB Business Development Executive II - Acquisition, you will help us acquire exclusivity with the highest-value restaurant partners in our managed SMB segment. In this role, you will lead strategic negotiations and develop data-backed proposals that drive profitability and efficiency for our most valuable SMB merchants. You’ll operate as a strategic advisor — using insights, financial modeling, and cross-functional collaboration to design exclusive partnerships that enhance both merchant success and DoorDash’s competitive position. You’ll collaborate cross-functionally with teams including Account Management, US Local Markets, Local Marketing, Strategic Finance, Product, and Selection to develop scalable solutions and refine our exclusivity go-to-market strategy. Your insights and feedback will directly influence the evolution of our sales playbook and product development. As DoorDash continues to expand its merchant solutions — from marketing and fulfillment to loyalty and guest engagement — our Proactive Exclusivity team plays a key role in shaping how top restaurants experience these products. This role offers a front-row seat to innovation and the opportunity to directly influence product strategy through merchant feedback. You will report to the Manager of SMB Business Development. We expect this role to be flexible with 30%+ of your time traveling into key markets 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 training, offsites, team-building events, and other business related necessity.

Requirements

4+ years of experience in B2B sales, business development, or strategic partnerships
A strong record of closing complex, high-value deals from end to end
A consultative sales approach and the ability to align tailored solutions to partner needs
Experience collaborating across cross-functional stakeholders to deliver integrated outcomes
Strong financial and business acumen, including comfort working with P&Ls and ROI analysis
The ability to thrive in a fast-paced, high-growth environment with shifting priorities
Exceptional communication, presentation, and negotiation skills
Experience using data and analytics to inform deal strategy and influence stakeholders
Experience structuring or renegotiating complex commercial agreements

Nice To Haves

Familiarity with restaurant operations, delivery economics, or digital marketing within a marketplace environment (preferred)

Responsibilities

Secure exclusive SMB partners: Lead high-touch, strategic negotiations to win exclusivity with top-value restaurant merchants
Build data-backed deals: Develop financial models and proposals that drive merchant growth and DoorDash profitability
Shape the exclusivity GTM: Inform how we sell exclusivity at scale by identifying what works across markets and segments
Advise merchants strategically: Act as a trusted partner, aligning DoorDash products to merchant goals
Collaborate cross-functionally: Work closely with Account Management, Finance, Product, Marketing, and Local Markets teams
Refine sales playbooks: Translate deal learnings and merchant feedback into scalable talk tracks and pitch materials
Own execution end-to-end: Manage opportunities from strategy through close in a fast-moving environment
Operate entrepreneurially: Move quickly, lead through ambiguity, and take ownership of outcomes

Benefits

a 401(k) plan with employer matching
16 weeks of paid parental leave
wellness benefits
commuter benefits match
paid time off and paid sick leave in compliance with applicable laws (e.g. Colorado Healthy Families and Workplaces Act)
medical, dental, and vision benefits
11 paid holidays
disability and basic life insurance
family-forming assistance
a mental health program