Senior Manager, Strategy & Ops - Sales Compliance

DoorDash USA•Washington, DC

20h•$151,000 - $222,100•Hybrid

About The Position

The Sales Compliance team ensures that DoorDash and Deliveroo correctly charge every merchant and conduct sales in a compliant and scalable manner. This team is responsible for sales controls, revenue assurance, and order-to-cash (OTC) controls within the Merchant organization, covering the entire process from contract signing to system configuration to merchant charges. The Sales Strategy & Operations team, to which this role belongs, develops go-to-market strategies, processes, and systems to accelerate sales team performance and revenue growth across all business lines. This role is for a Senior Manager who will lead Sales Compliance for new and emerging businesses, operating with a strategy and operations mindset rather than a mere checklist approach. The individual will be responsible for the strategy, roadmap, and team overseeing DoorDash's sales controls, including key SOX revenue controls, contract-to-system-to-charge reconciliations, and the systems, data, and processes that ensure compliant selling is the standard. The primary objective is to safeguard revenue and audit outcomes while facilitating sales growth. The position specifically targets DoorDash's new and emerging business lines, characterized by evolving products, pricing models, and contract structures, where many controls are being established for the first time. The role involves setting the compliance foundation for these businesses as they launch and scale. The Senior Manager will lead a distributed team of compliance managers and analysts, collaborating with leadership from Sales, Product, Engineering, Analytics, Accounting, Legal, and both Internal and External Audit. This role reports to the Director, Sales Compliance.

Requirements

8+ years of experience in strategy & operations, sales or revenue operations, internal or external audit, SOX compliance, risk, or management consulting.
3+ years of direct people management experience, with a proven track record of hiring and developing strong teams.
Experience owning a control environment or a revenue-critical process (pricing, billing, commissions, contracts, or order-to-cash), whether through design, operation, or audit.
Ability to work with data directly and guide analytics efforts, including advanced Excel or Google Sheets proficiency and sufficient SQL fluency to review and challenge team analysis.
Experience leading cross-functional programs with Product, Engineering, Finance, or Legal and achieving measurable results without direct authority.
Clear communication skills with executives and auditors, with the ability to defend conclusions to skeptical audiences.
AI-forward approach, utilizing AI tools and automation to scale team output.
Ability to bring structure to ambiguity and balance rigor with speed.

Nice To Haves

Big 4, internal audit, or SOX program leadership experience
Working knowledge of revenue recognition (ASC 606) and order-to-cash processes
Hands-on SQL, or experience managing analytics or data engineering talent
Experience with Salesforce, contract tools (e.g., DocuSign, PactSafe/Ironclad), billing systems, or systems access controls
Experience launching or scaling new products or business lines, or building controls in a 0-to-1 environment
Experience at a marketplace, high-growth technology, or multi-country business

Responsibilities

Lead, manage, and grow a team of Managers, Associate Managers, and analysts across the US, Canada, and Mexico.
Set the standard for analytical rigor, audit-ready work, and judgment, and develop future leaders.
Serve as the DRI for sales controls and revenue assurance across new and emerging business lines, ensuring 100% of merchants are charged correctly, 100% of the time.
Own the effectiveness of key SOX revenue controls for these businesses and represent them to Accounting and Internal and External Audit.
Develop the multi-year roadmap for compliant selling, prioritizing based on revenue exposure and risk, and incorporating new products, pricing models, and markets as they launch.
Transition the program from manual reviews to automated, scalable controls, including establishing a trusted contract source of truth, automated reconciliations, anomaly detection, reliable data pipelines, and AI-powered workflows in partnership with Product, Engineering, and Analytics.
Partner with business line leaders and Product at launch to ensure controls are integrated from the outset.
Design compliance into Sales operations, including pricing and commission changes, contract design, merchant onboarding, systems access, incentives, and training.
Reinforce positive selling behaviors to ensure controls accelerate team efficiency rather than hinder it.
Quantify revenue leakage and exposure, identify root causes of systemic issues, and translate findings into business cases with clear owners, timelines, and measurable outcomes.
Communicate control outcomes, risks, and recommendations to Sales, Finance, and Audit leadership, maintaining a firm, data-backed stance when growth and control are in conflict.