SMB Business Development Executive I - Retention

About The Team

The SMB Business Development team is responsible for managing key partnership moments with our most strategic restaurant partners. Our team steps in at pivotal times—such as contract renewals, exclusivity negotiations, and high-impact strategic initiatives—to ensure long-term success before transitioning accounts back to the broader Account Management team. We collaborate cross-functionally with Product, Strategic Finance, Selection, US Local Markets, and Legal to drive retention, exclusivity, and deal efficiency at critical junctures.

About The Role

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.

You’re excited about this opportunity because you will…

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

We’re excited about you because you have…

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

Applications for this position are accepted on an ongoing basis

Notice to Applicants for Jobs Located in NYC or Remote Jobs Associated With Office in NYC Only

We use Covey as part of our hiring and/or promotional process for jobs in NYC and certain features may qualify it as an AEDT in NYC. As part of the hiring and/or promotion process, we provide Covey with job requirements and candidate submitted applications. We began using

Covey Scout for Inbound

from August 21, 2023, through December 21, 2023, and resumed using

Covey Scout for Inbound

again on June 29, 2024.

The Covey tool has been reviewed by an independent auditor. Results of the audit may be viewed here:

Covey

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.

To learn more about our benefits, visit our careers page

here

.

See Below For Paid Time Off Details

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.

$76,680

—

$112,800 USD

The total on-target earnings (base + commissions) for this position within the United States, including Illinois and Colorado.

$127,800

—

$188,000 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.

Our Commitment to Diversity and Inclusion

We’re committed to growing and empowering a more inclusive community within our company, industry, and cities. That’s why we hire and cultivate diverse teams of people from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has room at the table and the tools, resources, and opportunity to excel.

Statement of Non-Discrimination: In keeping with our beliefs and goals, no employee or applicant will face discrimination or harassment based on: race, color, ancestry, national origin, religion, age, gender, marital/domestic partner status, sexual orientation, gender identity or expression, disability status, or veteran status. Above and beyond discrimination and harassment based on “protected categories,” we also strive to prevent other subtler forms of inappropriate behavior (i.e., stereotyping) from ever gaining a foothold in our office. Whether blatant or hidden, barriers to success have no place at DoorDash. We value a diverse workforce – people who identify as women, non-binary or gender non-conforming, LGBTQIA+, American Indian or Native Alaskan, Black or African American, Hispanic or Latinx, Native Hawaiian or Other Pacific Islander, differently-abled, caretakers and parents, and veterans are strongly encouraged to apply. Thank you to the Level Playing Field Institute for this statement of non-discrimination.

Pursuant to the San Francisco Fair Chance Ordinance, Los Angeles Fair Chance Initiative for Hiring Ordinance, and any other state or local hiring regulations, we will consider for employment any qualified applicant, including those with arrest and conviction records, in a manner consistent with the applicable regulation.

If you need any accommodations, please inform your recruiting contact upon initial connection.