Senior Territory Account Executive
About The Position
We are looking for a Strategic Merchant Lead (SML) to drive new business acquisition and deepen DoorDash’s restaurant selection across key markets. These merchants have the most influence on customer growth, selection strength, and conversion – making this one of the most impactful roles in shaping the health and competitiveness of our marketplace. This role manages an end-to-end, outbound sales cycle, leveraging both field-based and virtual selling to drive high-impact results. You will prospect, pitch, negotiate, and close new restaurant partnerships while collaborating cross-functionally to structure competitive, creative economic terms and solve complex merchant needs. SMLs play a pivotal role in shaping the dining landscape of their territories, bringing some of the most desirable restaurants—from beloved neighborhood staples to top-tier culinary brands—onto the DoorDash platform. This is a field sales role with travel within the region. You will ~40% of your time in-field meeting with merchants (typically 2-3 days per week) with additional flexibility to work remotely or from a DoorDash office. In addition, this role will require the ability to travel as needed for in-person collaboration through trainings, offsites, team-building events, and other business related necessity.
Requirements
- 3+ years of closing experience in outbound, quota-carrying sales roles.
- Proven ability to consistently exceed goals in a fast-paced environment.
- Experience managing organized, repeatable sales processes and short transactional cycles.
- Strong written and verbal communication skills with the ability to build rapport quickly.
- Technical proficiency with CRM and sales tools (Salesforce, Outreach, Chorus, Google Apps).
- Ability to adapt quickly, manage ambiguity, and maintain strong organization across multiple deal components (rates, bonuses, marketing funds, internal approvals, etc.).
- Demonstrated emotional intelligence, resilience, and a relentless work ethic.
- Ability to creatively engage prospects, create urgency, and overcome objections.
- Strong business judgment and ability to collaborate cross-functionally (90%+ of deals require XFN partnership).
Responsibilities
- Own a full outbound sales cycle from prospecting to close for SMB and Local Hero/Premium restaurants.
- Drive 150–200+ weekly outreach activities (calls, emails, in-person visits) and maintain a highly organized 3-4 week sales cycle.
- Close ~16–17 deals per month while spending ~40% of your time in the field meeting restaurant owners.
- Pitch the full DoorDash suite (Marketplace, DashPass, Storefront) and communicate ROI effectively.
- Structure creative, nuanced revenue-share agreements and negotiate competitive economic terms.
- Partner closely with Strategic Finance, Deal Desk, and Operations to bring complex deals across the finish line.
- Navigate internal tools efficiently, including Salesforce, Outreach, Chorus, and Google Suite.
- Share territory learnings, competitive trends, and best practices to strengthen team execution and performance.
- Join a culture that prioritizes learning, ownership, and career development, with direct access to the support and resources you need to grow to the next level.
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
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
