Business Development Executive – SMB Partnerships

Business Development Executive – SMB Partnerships at DoorDash

About the Team

Top Restaurant Partnerships works with DoorDash partners across the United States to proactively acquire and retain top restaurant selection on our marketplace. The Business Development team partners with leading small- to medium-sized restaurant operators to expand and deepen their partnership with DoorDash. We focus on helping merchants transition from multi-platform to exclusive, while introducing them to DoorDash’s broader suite of merchant growth solutions — including marketing, fulfillment, and guest engagement tools.

About the Role

We’re looking for a Business Development Executive to help us acquire exclusivity with the highest-value restaurant partners in our managed SMB segment. In this role, you will lead strategic negotiations and develop data-backed proposals that drive profitability and efficiency for our most valuable SMB merchants. You’ll operate as a strategic advisor — using insights, financial modeling, and cross-functional collaboration to design exclusive partnerships that enhance both merchant success and DoorDash’s competitive position.

You’ll collaborate cross-functionally with teams including Account Management, US Local Markets, Local Marketing, Strategic Finance, Product, and Selection to develop scalable solutions and refine our exclusivity go-to-market strategy. Your insights and feedback will directly influence the evolution of our sales playbook and product development.

As DoorDash continues to expand its merchant solutions — from marketing and fulfillment to loyalty and guest engagement — our Proactive Exclusivity team plays a key role in shaping how top restaurants experience these products. This role offers a front-row seat to innovation and the opportunity to directly influence product strategy through merchant feedback.

You're excited about this opportunity because...

• Lead strategic negotiations with top-tier restaurant operators to secure exclusivity
• Partner cross-functionally with Account Management, Selection, Strategic Finance, and Marketing to build scalable, repeatable exclusivity strategies
• Use data and merchant P&Ls to articulate ROI and develop tailored value propositions
• Collaborate with internal teams to ensure seamless activation and long-term success post-signature
• Shape the exclusivity playbook and contribute to DoorDash’s evolving go-to-market strategy for merchant growth
• Travel up to 30% with flexible scheduling and remote work options

We’re excited about you because...

• 4–6+ years of experience in B2B sales, business development, or strategic partnerships
• A strong record of closing complex, high-value deals from end to end
• A consultative sales approach and the ability to align tailored solutions to partner needs
• Experience collaborating across cross-functional stakeholders to deliver integrated outcomes
• Strong financial and business acumen, including comfort working with P&Ls and ROI analysis
• The ability to thrive in a fast-paced, high-growth environment with shifting priorities
• Exceptional communication, presentation, and negotiation skills
• Experience using data and analytics to inform deal strategy and influence stakeholders
• Experience structuring or renegotiating complex commercial agreements
• Familiarity with restaurant operations, delivery economics, or digital marketing within a marketplace environment (preferred)

Minimum Qualifications

• 4+ years of experience in sales, business development, or strategic partnerships
• Proven record of exceeding revenue or growth targets through complex deal-making
• Experience managing the full sales cycle from prospecting to close
• Strong analytical and financial modeling skills, including comfort with P&Ls and ROI analysis

Preferred Qualifications

• Experience in restaurant technology, hospitality, or marketplace platforms
• Understanding of restaurant unit economics and delivery operations
• Demonstrated success in consultative negotiation and multi-stakeholder collaboration

Compensation

Actual compensation within the pay range listed below will be decided based on factors including, but not limited to, skills, prior relevant experience, and specific work location. Base salary is localized according to employee work location.

In addition to base salary, the compensation for this role includes opportunities for equity grants and sales commission. Talk to your recruiter for more information.

DoorDash cares about you and your overall well-being. That’s why we offer a comprehensive benefits package to all regular employees, which includes 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). DoorDash also offers medical, dental, and vision benefits, 11 paid holidays, disability and basic life insurance, family-forming assistance, and a mental health program, among others.

• For salaried roles: flexible paid time off/vacation, plus 80 hours of paid sick time per year.
• For hourly roles: vacation accrued at about 1 hour for every 25.97 hours worked (e.g. about 6.7 hours/month if working 40 hours/week; about 3.4 hours/month if working 20 hours/week), and paid sick time accrued at 1 hour for every 30 hours worked (e.g. about 5.8 hours/month if working 40 hours/week; about 2.9 hours/month if working 20 hours/week).

The national base pay range for this position within the United States, including Illinois and Colorado: $93,840—$138,000 USD

The total on-target earnings (base + commissions) for this position within the United States, including Illinois and Colorado: $156,400—$230,000 USD

About DoorDash

At DoorDash, our mission to empower local economies shapes how our team members move quickly, learn, and reiterate in order to make impactful decisions that display empathy for our range of users—from Dashers to merchant partners to consumers. We are a technology and logistics company that started with door-to-door delivery, and we are looking for team members who can help us go from a company that is known for delivering food to a company that people turn to for any and all goods.

DoorDash is growing rapidly and changing constantly, which gives our team members the opportunity to share their unique perspectives, solve new challenges, and own their careers. We're committed to supporting employees’ happiness, healthiness, and overall well-being by providing comprehensive benefits and perks including premium healthcare, wellness expense reimbursement, paid parental leave and more.