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About the Role

As a Merchant Success Manager (MSM), you will support and grow DoorDash’s SMB restaurant partners by managing a book of approximately 75 merchants. You will build long-term relationships and help restaurant owners improve their platform performance through data-driven conversations, guiding them on visibility, listing optimization, product adoption, and revenue growth. This role requires managing weekly and quarterly KPIs, including high-volume outbound activity, strategic merchant calls, QBR delivery, and results tied to revenue, operational metrics, ads/promo adoption, and fair pricing. The role is ideal for individuals who enjoy fast-paced merchant engagement, use data to drive decisions, and thrive in a blend of sales, account management, and strategy. The role offers flexibility in remote and in-office time, with travel as needed for collaboration.

Responsibilities

Make high-volume outbound dials to existing merchants in your book of business (approximately 75 SMB restaurants), using a clear prioritization framework to decide where to focus your time and energy
Establish goals and key performance indicators for your restaurant partners, and regularly review performance against those targets.
Advise business owners on pricing, promotions, and product adoption (e.g., DashPass, Ads, promos) to achieve their revenue and margin goals, clearly explaining trade-offs.
Communicate with merchants by phone and email on an ongoing basis to monitor performance, surface risks, and proactively support progress toward their goals.
Deliver and present quarterly business reviews ("QBR") that review a brand’s partnership with DoorDash, pinpointing success, highlighting areas for revenue optimizations, and planning for areas of opportunity and growth.
Reduce churn, while identifying and supporting new store expansions.
Collaborate with internal growth teams to identify the best products to pitch to merchants.
Persist through slower periods or skeptical merchants — testing new approaches, refining talk tracks, and maintaining consistent activity even when results lag.
Ability to travel as needed for in-person collaboration through trainings, offsites, team-building events, and other business-related necessities.

Requirements

2+ years of experience in client-facing sales roles, increasing customer satisfaction, retention, and product adoption.
Comfortable being measured on both activity (dials, talk time, meetings) and outcomes (revenue, retention, product adoption) and can point to how you performed against your targets.
2+ years of experience in Outbound Sales being held to DTT minimums.
2+ years of experience in business operations or related setting.
Experience in outbound sales and/or account management where you directly owned a book of accounts, managed prioritization, and were accountable for retention and growth.
Experience using Salesforce or similar CRM tools.
Versed in using Google Sheets or Microsoft Excel (can maintain complex spreadsheets), on an intermediate to proficient level.
Demonstrate empathy with customer needs and adapt to meet their unique goals.
Goal-oriented and competitive in a healthy way — you treat targets as a floor, not a ceiling, and enjoy going after stretch goals when you see an opportunity.
Strong AI fluency, or a clear eagerness to build it, and use new tools to improve efficiency, output, and impact—while knowing when human judgment and connection matter most.

Skills

Sales
Account Management
Portfolio Strategy
Data Analysis
CRM Tools
Google Sheets
Microsoft Excel
AI Fluency

Location

Tempe
Chicago
Remote

Work Type

Hybrid
Full-time

Experience Level

2+ years

Salary/Compensations

Base salary range: $26.08—$38.40 USD
Total on-target earnings (base + commissions): $32.60—$48 USD

Benefits

401(k) plan with employer matching
16 weeks of paid parental leave
Wellness benefits
Commuter benefits match
Paid time off
Paid sick leave
Medical benefits
Dental benefits
Vision benefits
11 paid holidays
Disability and basic life insurance
Family-forming assistance
Mental health program
Flexible paid time off/vacation (for salaried roles)
80 hours of paid sick time per year (for salaried roles)

About the Company

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 by enabling door-to-door delivery, and we are looking for team members who can help us go from a company that is known as the place you order 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.

Equal Opportunity

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.