Business Development Executive II - Acquisition
DoorDash, Springfield, VA, United States
About the Team
The SMB Business Development team partners with leading small‑to‑medium‑size restaurant operators across the U.S. to grow and deepen their presence on DoorDash. We focus on acquiring and retaining top restaurant selection by helping merchants transition from multi‑platform distribution to exclusive partnerships, while introducing them to DoorDash’s full suite of growth solutions—including marketing, fulfillment, and guest engagement tools. About the Role
As an
SMB Business Development Executive II – Acquisition , you will 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 will report to the Manager of SMB Business Development. We expect this role to be flexible with 30%+ of your time traveling into key markets 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 training, off‑sites, team‑building events, and other business related necessity. You’re excited about this opportunity because you will…
Secure exclusive SMB partners:
Lead high‑touch, strategic negotiations to win exclusivity with top‑value restaurant merchants Build data‑backed deals:
Develop financial models and proposals that drive merchant growth and DoorDash profitability Shape the exclusivity GTM:
Inform how we sell exclusivity at scale by identifying what works across markets and segments Advise merchants strategically:
Act as a trusted partner, aligning DoorDash products to merchant goals Collaborate cross‑functionally:
Work closely with Account Management, Finance, Product, Marketing, and Local Markets teams Refine sales playbooks:
Translate deal learnings and merchant feedback into scalable talk tracks and pitch materials Own execution end‑to‑end:
Manage opportunities from strategy through close in a fast‑moving environment Operate entrepreneurially:
Move quickly, lead through ambiguity, and take ownership of outcomes We’re excited about you because you have…
4+ 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) 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, compensation for this role includes opportunities for equity grants and sales commission. Talk to your recruiter for more information. Benefits
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. Paid Time Off
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). National base pay range: $93,840 – $138,000 USD. Total on‑target earnings (base + commissions): $156,400 – $230,000 USD. 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. 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.
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The SMB Business Development team partners with leading small‑to‑medium‑size restaurant operators across the U.S. to grow and deepen their presence on DoorDash. We focus on acquiring and retaining top restaurant selection by helping merchants transition from multi‑platform distribution to exclusive partnerships, while introducing them to DoorDash’s full suite of growth solutions—including marketing, fulfillment, and guest engagement tools. About the Role
As an
SMB Business Development Executive II – Acquisition , you will 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 will report to the Manager of SMB Business Development. We expect this role to be flexible with 30%+ of your time traveling into key markets 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 training, off‑sites, team‑building events, and other business related necessity. You’re excited about this opportunity because you will…
Secure exclusive SMB partners:
Lead high‑touch, strategic negotiations to win exclusivity with top‑value restaurant merchants Build data‑backed deals:
Develop financial models and proposals that drive merchant growth and DoorDash profitability Shape the exclusivity GTM:
Inform how we sell exclusivity at scale by identifying what works across markets and segments Advise merchants strategically:
Act as a trusted partner, aligning DoorDash products to merchant goals Collaborate cross‑functionally:
Work closely with Account Management, Finance, Product, Marketing, and Local Markets teams Refine sales playbooks:
Translate deal learnings and merchant feedback into scalable talk tracks and pitch materials Own execution end‑to‑end:
Manage opportunities from strategy through close in a fast‑moving environment Operate entrepreneurially:
Move quickly, lead through ambiguity, and take ownership of outcomes We’re excited about you because you have…
4+ 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) 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, compensation for this role includes opportunities for equity grants and sales commission. Talk to your recruiter for more information. Benefits
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. Paid Time Off
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). National base pay range: $93,840 – $138,000 USD. Total on‑target earnings (base + commissions): $156,400 – $230,000 USD. 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. 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.
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