SMB Business Development Executive I

DoorDash USA

2d•Hybrid

About The Position

As an SMB Business Development Executive I - Retention, you will lead high-impact negotiations with SMB-managed merchants during pivotal partnership moments – including renewals, churn threats, and exclusivity discussions. You will own complex deal conversations end-to-end balancing merchant needs with DoorDash’s strategic priorities to drive outcomes that support long-term retention and revenue growth. This role requires strong commercial judgement, executive presence, and deep understanding of restaurant economics. You’ll work autonomously while partnering closely with cross-functional teams and senior leadership to develop compelling proposals, influence strategy, and scale insights across the broader business. You will report to the Manager of SMB Business Development. We expect this role to be hybrid, with time split between working in-office, traveling to merchants, and working from home.

Requirements

4-6 years of experience in business development, account management, strategic sales, or a related role involving complex negotiations and senior stakeholder engagement.
Strong understanding of the restaurant industry and merchant economics, including profitability and P&L drivers
Executive presence with the ability to build rapport quickly and influence stakeholders at all levels
Proven negotiation and objection-handling skills, particularly in renewal, retention, or partnership-focused deals
Data-driven mindset with the ability to translate insights into clear, commercially sound recommendations
Comfort collaborating closely with cross-functional partners and senior leadership throughout the deal lifecycle
Ability to operate autonomously in fast-changing, ambiguous environments while maintaining high quality and rigor

Responsibilities

Own complex negotiations: Lead deal conversations from discovery through close during renewals, exclusivity discussions, and churn-risk situations
Drive cross-functional alignment: Partner with account owners, account development, product, local market teams, strategic finance, legal, and others to build strong merchant proposals
Present with influence: Develop and deliver compelling presentations that clearly articulate DoorDash’s value and advocate for long-term partnerships
Engage senior leadership: Collaborate with internal leaders throughout the deal lifecycle and contribute insights that shape broader GTM strategy
Operate with urgency and autonomy: Navigate ambiguity, move quickly, and exercise sound judgment while maintaining high quality and rigor
Build for scale: Contribute to the evolution of SMB Business Development strategy, processes, and playbooks as the business grows

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