Strategic Merchant Lead

DoorDash USA•Houston, TX

16h•Hybrid

About The Position

The Outside Sales team is seeking a Strategic Merchant Lead (SML) to drive new business acquisition and expand DoorDash's restaurant selection in key markets. This role is crucial for shaping the marketplace's health and competitiveness by partnering with influential merchants. The SML will manage an end-to-end outbound sales cycle, using both field-based and virtual selling methods. Responsibilities include prospecting, pitching, negotiating, and closing new restaurant partnerships, while also collaborating cross-functionally to create competitive economic terms and address complex merchant needs. SMLs will play a significant role in developing their territories by bringing desirable restaurants onto the DoorDash platform. This is a field sales role requiring travel within the region, with approximately 40% of time spent in the field meeting with merchants (2-3 days per week). There will be flexibility to work remotely or from a DoorDash office. Additional travel may be required for trainings, offsites, and other business necessities.

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.