Franchise Strategic Account Development Executive

About the Team
On the Outside Account Development team, we expand existing DoorDash franchise partnerships while identifying opportunities to drive engagement, growth, and performance on our platform. We learn more about each merchant’s business and growth goals and build a path to increased revenue, stronger operational performance, and long‑term ROI—all while accommodating the diverse and rapidly evolving needs of our partners.

About the Role
We’re looking for an outside sales executive to join our team as a Franchise Strategic Account Development Executive. In this role, you’ll connect existing franchise merchant partners with new and powerful tools across

DoorDash Marketplace , our flagship suite of products that helps merchants get discovered, drive orders, optimize operations, and grow sustainably. This is a franchise‑focused role: you’ll sell to multi‑location franchisees, coordinate with corporate brand teams on approved marketing strategies, and turn single‑store wins into footprint‑wide adoption across brands in your book.

You will ensure partnership terms make sense for both DoorDash and the merchant while driving adoption of high‑impact Marketplace solutions—including menu optimization, promotions, Sponsored Listings, Offers, store page enhancements, and additional merchandising tools that improve conversion. You will ensure sustained success and increased sales across your book of business. You will report to the Manager of Strategic Account Development in our Outside Sales organization.

Historical performance, including but not limited to attainment and optimization, will be considered during the selection process.

Responsibilities

Educate merchants on the full range of

DoorDash Marketplace

products: marketplace storefront & ordering experience, marketing & merchandising tools, menu & store page optimization, operational tools & insights, and merchant success programs.

Run your end‑to‑end sales process with advanced discovery, consultative selling, and complex pipeline management.

Excite existing accounts about the potential to grow revenue share through Marketplace optimizations and adoption of new platform features.

Engage with strategic decision makers (C‑suite, VPs, owners) and use data to tell a compelling story around Marketplace performance and opportunity.

Close partners on upgrades, upsells, and cross‑sells across Marketplace, including marketing packages, merchandising visibility, and operational enhancements.

Use internal data and unit economics to forecast revenue growth and explain how Marketplace solutions improve sales, brand perception, and customer acquisition.

Build internal guides for Marketplace selling motions and best practices to scale the team’s impact.

Collaborate with regional Strategic Partner Managers to close and renegotiate Marketplace‑centered sales terms.

Travel within your region (up to 40%), with flexible scheduling and hybrid work options.

Navigate the franchise stakeholder map across corporate/franchisor brand teams, multi‑unit franchisees and individual GMs or owner‑operators.

Sell within brand compliance guardrails and, when needed, elevate conflicts through the appropriate corporate contact.

Scale adoption from one franchisee to many stores, creating store‑list‑level plans across portfolios.

Coordinate with corporate‑facing Strategic Partner Managers while focusing on the franchisee side.

Qualifications

5+ years of sales experience, including at least 3+ years selling to an existing client base (upsell, cross‑sell, promotions, expansions).

3+ years of B2B and SaaS sales experience.

Led an outside sales end‑to‑end cycle, preferably in a product‑driven or marketplace environment.

Ability to align partners while managing project timelines and expectations, or comparable project‑management experience.

Strong data skills, with knowledge of Excel and experience creating data‑backed sales narratives.

Ownership of client‑facing conversations, influence of stakeholders, and navigation of complex negotiations.

Experience selling into franchised locations is strongly preferred, including navigating corporate‑approved marketing and selling across franchisor and franchisee stakeholders.

Bonus: familiarity with online marketplaces, local commerce ecosystems, or merchant‑facing tech platforms.

Benefits
Compensation is based on a base salary, equity grants, and sales commission. Base salary is localized according to work location. The national base pay range in the United States (including Illinois and Colorado) is

$93,840 – $138,000 USD . The total on‑target earnings (base + commissions) range from

$156,400 – $230,000 USD . DoorDash offers a comprehensive benefits package: 401(k) plan with employer matching, 16 weeks of paid parental leave, wellness benefits, commuter benefits match, paid time off and paid sick leave, medical, dental, and vision benefits, 11 paid holidays, disability and basic life insurance, family‑forming assistance, and a mental health program.

EEO Statement
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.

#J-18808-Ljbffr