Copy of Manager, SMB Business Development - Meal Boxes

DoorDash USA

56d•Remote

About The Position

The SMB Business Development team works with DoorDash partners across the United States to help grow their business on the platform. We focus on acquiring, retaining, and expanding partnerships with our highest-value restaurant partners. Affordable Meals (also known as Meal Boxes) is DoorDash’s most ambitious bet in the restaurant space—a bold new way to help customers replace cooking with craveable, high-quality meals at unbeatable value. We partner with standout restaurants in every neighborhood to co-create curated, filling meals that customers love and return to daily. In just one year, Affordable Meals has seen strong product-market fit and rapid adoption; at full penetration, this represents a multi-billion dollar opportunity. As Manager, SMB Business Development - Meal Boxes, you will lead and scale a team of top-performing Business Development Executives. You’ll be a strategic, entrepreneurial sales leader responsible for opening markets, signing top restaurant brands, and shaping a go-to-market model from 0 to 1—and 1 to 100. In this role, you will lead regional strategy, sales execution, and team development—driving the acquisition of top restaurant partners onto our most ambitious new vertical. You will define goals, lead pipeline strategy, and partner closely with the General Manager of Affordable Meals to refine our playbook for national scale. You will report to our Sr. Manager of Meal Boxes within the Rx Success organization. We expect this role to be flexible with the opportunity to work remotely or from a DoorDash office. You will need the ability to travel as needed for in-person collaboration through training, offsites, team-building events, and other business-related necessities.

Requirements

5–7 years of experience in business development or sales, including at least 2 years leading a high-performing team.
Proven success in an entrepreneurial environment, with a demonstrated ability to build and scale go-to-market strategies in fast-paced tech or marketplace settings.
Deep understanding of restaurant operations and economics, including the ability to navigate margin structures and use financial modeling to tell a compelling business story.
Strong business acumen with the ability to use data to influence C-suite stakeholders and optimize sales processes.
Strategic thinking with a hands-on approach to execution and problem-solving.
Willingness to travel up to 30% of the time to lead in-market efforts, meet top merchants, and close high-stakes deals.

Nice To Haves

Prior experience in restaurant tech, SaaS, or marketplace sales.
Track record of building and scaling new sales teams or markets.

Responsibilities

Lead a high-performing team of Business Development Executives responsible for full-cycle acquisition, activation, and expansion of top strategic partners.
Inform and shape the GTM sales model for scale—identifying what works, where, and how we evolve it.
Develop and execute strategy for identifying high-value targets and optimizing conversion through data-driven insights.
Partner cross-functionally with the General Manager of Affordable Meals, Finance, and Product to influence roadmap decisions with merchant feedback.
Coach and develop your team through mentorship and structured training to ensure they exceed ambitious sales goals and navigate complex margin structures.
Refine talk tracks and sales materials to unlock high-volume, high-retention partners.
Drive collaboration with our Outside Account Management organization to ensure smooth transitions and optimal long-term partner outcomes.
Analyze performance metrics to inform forecasting and territory planning, representing the team in leadership meetings to advocate for resources and process improvements.

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
flexible paid time off/vacation, plus 80 hours of paid sick time per year
vacation accrued at about 1 hour for every 25.97 hours worked (e.g. about 6.7 hours/month if working 40 hours/week; about 3.4 hours/month if working 20 hours/week), and paid sick time accrued at 1 hour for every 30 hours worked (e.g. about 5.8 hours/month if working 40 hours/week; about 2.9 hours/month if working 20 hours/week)