Strategic Merchant Lead

DoorDash USA•Austin, TX

12h

About The Position

The Strategic Merchant Lead (SML) drives new business acquisition and expands DoorDash’s restaurant selection across key markets. The role focuses on restaurants with significant influence on customer growth, selection strength, and marketplace conversion. It manages the end-to-end outbound sales cycle, using field-based and virtual selling to prospect, pitch, negotiate, and close restaurant partnerships. The SML works cross-functionally to develop competitive, creative economic terms and address complex merchant needs, bringing desirable restaurants—from neighborhood staples to leading culinary brands—onto the DoorDash platform. This is a field sales position based in or near the specified cities, with regional travel. Approximately 40% of the role is spent in the field meeting merchants, typically two to three days per week; the remaining time offers flexibility to work remotely or from a DoorDash office. Travel may also be needed for in-person trainings, offsites, team-building events, and other business needs.

Requirements

At least 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 sales cycles.
Strong written and verbal communication skills and the ability to build rapport quickly.
Technical proficiency with CRM and sales tools, including Salesforce, Outreach, Chorus, and Google Apps.
Ability to adapt quickly, manage ambiguity, and stay organized across multiple deal components, such as rates, bonuses, marketing funds, and internal approvals.
Emotional intelligence, resilience, and a strong work ethic.
Ability to engage prospects creatively, create urgency, and overcome objections.
Strong business judgment and ability to collaborate cross-functionally; more than 90% of deals require cross-functional partnership.
Ability to live in or near the specified cities and travel within the region for field sales and in-person business activities.

Responsibilities

Own the full outbound sales cycle, from prospecting through close, for SMB and Local Hero/Premium restaurants.
Complete 150–200+ weekly outreach activities through calls, emails, and in-person visits, and maintain an organized three- to four-week sales cycle.
Close approximately 16–17 deals per month while spending about 40% of time meeting restaurant owners in the field.
Pitch DoorDash Marketplace, DashPass, and Storefront, and communicate their return on investment.
Structure revenue-share agreements and negotiate competitive economic terms.
Partner with Strategic Finance, Deal Desk, and Operations to complete complex deals.
Use internal tools, including Salesforce, Outreach, Chorus, and Google Suite.
Share territory learnings, competitive trends, and best practices to strengthen team execution and performance.