About the Team
The Outside Sales team has been the face of DoorDash to our merchant partners since our founding in 2013. Stationed locally across markets, the team builds deep relationships with the most iconic and desirable restaurants in each region. As we continue focusing on quality over quantity, the Strategic Growth team plays a critical role in unlocking net-new customers in our most competitive markets.
This is a field sales opportunity based out of the cities specified above. You will need to live in or in proximity to the cities listed.
About the Role
We are looking for a Strategic Growth Lead (SGL) to drive transformative market expansion by securing partnerships with our highest-value “holdout” merchants (the top 5% of the top 1%) – restaurants that represent multi-million dollar opportunities and require an advanced, consultative, and highly strategic sales approach.
You will own a strategic book of business in priority markets and spend ~25-50% of your time in field meeting with decision makers, building relationships, running complex deal cycles, and crafting custom solutions. You will have the autonomy to experiment with new levers – including custom pricing models, specialized product suite offerings, and targeted negotiation strategies to create differentiated value and win in competitive/exclusive markets.
This is a high-impact, strategic-level role for someone who thrives on complex deal-making, brings structure and strategy to ambiguity, and can influence the highest levels through data-driven storytelling.
This is a field sales role with travel within the region. You will spend ~25-50% of your time in-field meeting with merchants with additional flexibility to work remotely or from a DoorDash office. In addition, this role will require the ability to travel as needed for in-person collaboration through trainings, offsites, team-building events, and other business related necessity.
You're excited about this opportunity because you will…
- Own and execute a strategic book of business within priority markets, targeting the top 5% of high-value holdout merchants
- Lead complex, multi-stakeholder 7-figure negotiations and structure mutually beneficial economic terms.
- Manage an average 80-day sales cycle, driving ~100 weekly outreach activities (in-person visits, email, calls) to advance your target list.
- Deliver ~30 high-quality deals per quarter with a focus on long-term merchant value and seamless activation across teams
- Partner closely with Strategy & Operations, Selection, US Local Markets, Sales Development, and Premium Onboarding to execute strategic initiatives.
- Experiment with new levers - custom pricing models, specialized product bundles, and targeted negotiation strategies—to differentiate DoorDash in competitive markets.
- Navigate complex obstacles such as exclusive competitor agreements using advanced negotiation tactics and financial modeling.
- Serve as a trusted advisor by mastering the full DoorDash product suite and crafting tailored, data-driven solutions for senior merchant decision-makers.
We're excited about you because you have…
- 4+ years of experience in outbound sales or consultative selling (quota-carrying required).
- Proven ability to consistently exceed goals (revenue or acquisition targets).
- Experience navigating complex, multi-step, executive-level deal cycles.
- Strong command of strategic selling skills – complex negotiation, active listening, data-driven storytelling, and collaborative deal execution.
- Technical proficiency with CRM and sales tools (Salesforce, Outreach, Chorus, Google Apps).
- Flexibility to spend 25–50% of time in-market, including merchant meetings, site visits, and field collaboration with partners and managers.
- Knowledge of structured sales methodologies (e.g., Sandler, Challenger) is a plus, but not required.
- Bilingual (Spanish or Mandarin) is a plus, but not required.
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.