Manager, Sales Strategy & Operations

DoorDash•Los Angeles, NY

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 team as the team expands its remit and increases restaurant coverage. The role owns the operating foundation for the merchant sales motion, including goal setting, pipeline management, lead allocation, and performance reporting. It will help the team make efficient, data-driven decisions, build scalable operating systems, adopt AI tooling, and centralize the metrics that drive sales performance. Working with Sales, Selection, Operations, Product, Finance, Analytics, and GM teams, the Manager will build and scale the systems that help Business Development win new restaurant partners and grow those partnerships. The role combines strategic planning and hands-on operational work: designing sales goals, activity metrics, pipeline stages, and rules of engagement; running reporting and pipeline-review cadences; targeting high-value opportunities; modeling capacity; improving data fidelity; and applying AI tools to reduce manual work and improve efficiency.

Requirements

At least 6 years of experience in sales strategy and operations, revenue operations, consulting, business development, analytics, or a related field, 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 work independently with large, complex datasets.
Skill in modeling with Excel or Google Sheets and building dashboards in visualization tools such as Sigma or Tableau.
Fluency with AI tools, such as LLMs, AI-assisted coding, and automation, and experience using them to automate workflows, speed analysis, or improve data quality; sound judgment in validating outputs.
Strong business judgment and ability to use data to make arguments and clearly explain insights 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 take a hands-on approach and flex responsibilities as needed.
Bachelor's degree or higher.

Responsibilities

Design the Business Development 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, taking initiatives from planning through execution and grounding decisions in data.
Partner with GM teams to set lead strategy and go-to-market targeting, direct representatives toward high-value opportunities, and clarify ownership across teams.
Set goals and model capacity for a growing team, while also diagnosing data-fidelity issues and tracing performance pacing gaps to their root causes.
Identify opportunities to use AI tooling to automate sales operations and reporting workflows, and build and scale those solutions.
Work cross-functionally with Sales, Selection, Operations, Product, Finance, and Analytics to build and scale the operating foundation for the merchant sales motion.