Manager, Sales Strategy & Operations
About The Position
DoorDash is seeking a Manager in Sales Strategy and Operations to serve as the strategic and operational partner to its SMB Business Development (BD) team as the team expands its remit and restaurant coverage. The role owns the operating foundation for BD’s merchant sales motion, including goal setting, pipeline management, lead allocation, and performance reporting. The position will build efficient, data-driven operating systems and centralize metrics that drive sales performance. Working with Sales, Selection, Operations, Product, Finance, Analytics, and GM teams, the manager will help BD win new restaurant partners and grow those partnerships. The role combines strategic planning and hands-on operational problem solving, including capacity and goal modeling, data quality improvement, and diagnosing performance gaps. It will also identify and scale AI-enabled solutions to reduce manual work in sales operations and reporting.
Requirements
- At least 6 years of experience in sales strategy and operations, revenue operations, consulting, business development, analytics, or related fields, with a track record of leading initiatives and achieving goals.
- Experience establishing or scaling sales operating systems, such as goal setting and compensation inputs, pipeline management, territory or lead allocation, and CRM workflows (Salesforce or similar).
- High proficiency in SQL and ability to independently work with large, complex datasets.
- Skill in modeling with Excel or Google Sheets and building dashboards with visualization tools such as Sigma or Tableau.
- Fluency with AI tools, such as LLMs, AI-assisted coding, and automation; experience using them to automate workflows, speed analysis, or improve data quality, with careful validation of outputs.
- Strong business judgment and ability to use data to make a case and clearly explain the story behind numbers to audiences ranging from frontline managers to senior leaders.
- Strong cross-functional, project management, and communication skills, including the ability to align stakeholders around a shared plan.
- Ownership mindset, bias for action, comfort with ambiguity, and willingness to adjust scope and get hands-on as needed.
- Bachelor’s degree or higher.
Responsibilities
- Design BD’s sales operating model, including goal structures, input and activity metrics, pipeline stages, and rules of engagement with adjacent sales teams.
- Establish and run reporting cadences, pipeline reviews, and productivity inspections with sales leaders, from planning through execution.
- Develop lead strategy and go-to-market targeting with GM teams, directing BD representatives to high-value opportunities and establishing clear ownership across teams.
- Size goals and model capacity for a growing team.
- Diagnose and improve data fidelity and investigate the root causes of performance and pacing gaps.
- Identify, build, and scale AI-enabled solutions that reduce manual work in sales operations and reporting.
- Partner with Sales, Selection, Operations, Product, Finance, and Analytics teams to build and scale BD’s operating foundation.
Benefits
- 401(k) plan with employer matching
- 16 weeks of paid parental leave
- Wellness benefits
- Commuter benefits match
- Paid time off and paid sick leave
- Medical benefits
- Dental benefits
- Vision benefits
- 11 paid holidays
- Disability insurance
- Basic life insurance
- Family-forming assistance
- Mental health program
- Flexible paid time off/vacation for salaried roles
- 80 hours of paid sick time per year for salaried roles
- Equity grant opportunities
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What This Job Offers
Job Type
Full-time
Career Level
Manager
