Franchise Strategic Account Development Executive

DoorDash USA

4d•$93,840 - $138,000•Hybrid

About The Position

On the Outside Account Development team, we expand existing DoorDash franchise partnerships while identifying opportunities to drive further engagement, growth, and performance on our platform. We learn more about each merchant’s business and growth goals and build a path to increased revenue, stronger operational performance, and long-term ROI — all while accommodating the diverse and rapidly evolving needs of our partners. We’re looking for an outside sales executive to join our team as a Franchise Strategic Account Development Executive. In this role, you’ll connect existing franchise merchant partners with new and powerful tools across DoorDash Marketplace, our flagship suite of products that helps merchants get discovered, drive orders, optimize operations, and grow sustainably. This is a franchise-focused role: you’ll sell to multi-location franchisees, coordinate with corporate brand teams on approved marketing strategies, and turn single-store wins into footprint-wide adoption across brands in your book. You will ensure partnership terms make sense for both DoorDash and the merchant while driving adoption of high-impact Marketplace solutions — including menu optimization, promotions, Sponsored Listings, Offers, store page enhancements, and additional merchandising tools that improve conversion. You will ensure sustained success and increased sales across your book of business. You will report to the Manager of Strategic Account Development in our Outside Sales organization. Historical performance, including but not limited to attainment and optimization, will be considered during the selection process.

Requirements

5+ years of sales experience, including at least 3+ years selling to an existing client base (upsell, cross-sell, promotions, expansions).
3+ years of B2B and SaaS sales experience.
Led an outside sales end-to-end cycle, ideally within a product-driven or marketplace environment.
Align partners while managing project timelines and expectations, or bring related project management experience.
Strong data skills, including knowledge of Excel and experience creating data-backed sales narratives.
Own client-facing conversations, influence stakeholders, and navigate complex negotiations confidently.
Experience selling into franchised locations is strongly preferred - including navigating corporate approved marketing and selling across franchisor and franchisee stakeholders.

Nice To Haves

Familiarity with online marketplaces, local commerce ecosystems, or merchant-facing tech platforms.

Responsibilities

Drive Growth Through DoorDash Marketplace Products: Educate merchants on the full range of DoorDash Marketplace products, including Marketplace storefront & ordering experience, Marketing & Merchandising tools, Menu & store page optimization, Operational tools & insights, and Merchant success programs.
Expand and Develop Strategic Partnerships: Run your end-to-end sales process with advanced discovery, consultative selling, and complex pipeline management.
Excite existing accounts about the potential to grow revenue share through Marketplace optimizations and adoption of new platform features.
Engage with strategic decision makers (C-suite, VPs, owners) and use data to tell a compelling story around Marketplace performance and opportunity.
Close partners on upgrades, upsells, and cross-sells across Marketplace, including marketing packages, merchandising visibility, and operational enhancements.
Use internal data and unit economics to forecast revenue growth and explain how Marketplace solutions improve sales, brand perception, and customer acquisition.
Build internal guides for Marketplace selling motions and best practices to scale the team’s impact.
Collaborate with regional Strategic Partner Managers (5+ at a time) to close and renegotiate Marketplace-centered sales terms.
Travel across your region (up to 40%), with flexible scheduling and hybrid work options.
Navigate the franchise stakeholder map by working the full org chart across corporate/franchisor brand teams, multi-unit franchisees and individual GMs or owner-operators. Decision rights vary by brand - some products require corporate approval, others sit with the franchisee.
Sell inside brand compliance and corporate guardrails. Many franchise brands set approved marketing playbooks, promo guidelines, and pricing rules at the corporate level. Sell within those guardrails, and when there’s a conflict, escalate through the right corporate contact rather than going around them.
Scale one conversation into many stores. Unlike independent SMB where one deal equals one store, a single franchisee can own 5–50+ locations. Think in portfolios: land the motion with one operator, then scale adoption across their full footprint. Comfort building store-list-level adoption plans is required.
Partner with corporate-facing Strategic Partner Managers. You’re the franchisee-facing rep - coordinate, don’t collide. Knowing when to loop in the SPM versus move independently is core to the role.