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About the Role
As an Account Executive, you'll be responsible for acquiring new SMB restaurant partners for DoorDash by owning the full sales cycle: from prospecting and outreach to pitching, negotiating, and signing. You will build a strong pipeline of high-quality merchants that fuel marketplace growth and work cross-functionally with Marketing, Operations, Customer Success, and Strategy teams, leveraging market insights and competitive intelligence to win in your territory and convert top prospects. This is a highly field-based role requiring regional and interstate travel, including overnight and occasional week-long trips. Candidates must hold a valid full driver’s licence and be comfortable with travel requirements.
Responsibilities
- Hunt and close new restaurant partners by pitching and signing SMB restaurants.
- Develop and execute a strategic acquisition plan that prioritizes high-value prospects and closes selection gaps in key markets.
- Leverage market intelligence, competitive insights, and platform data to build compelling pitches and prioritize outreach.
- Navigate objections and negotiate commercially by tailoring proposals that demonstrate clear value, handling competitive pushback, and closing deals.
- Collaborate cross-functionally with Marketing, Operations, and Post-Sales teams to ensure a seamless merchant onboarding experience and strong speed to first order.
- Stay across competitor activity, local dining trends, and merchant sentiment to inform your approach and feed insights back to the wider business.
- Lift the team by sharing winning tactics, pipeline best practices, and helping others succeed.
Requirements
- 4+ years of experience in B2B sales, business development, or new business acquisition.
- Proven track record of meeting or exceeding sales targets and closing new business.
- Strong prospecting and pipeline management skills with a hunter mentality.
- Commercial acumen with the ability to craft compelling value propositions and negotiate effectively.
- Clear, confident communicator — equally persuasive on the phone, over email, and in person.
- Thrive in high-growth, high-pace environments; competitive, adaptable, and solutions-focused.
- A genuine team player — collaborative by nature and committed to helping others win.
- Hold a valid full driver’s licence.
Location
- Field-based
- Regional travel
- Interstate travel
Work Type
- Full-time
Experience Level
- 4+ years of experience
Benefits
- Comprehensive benefits and perks
About the Company
- DoorDash's mission is to empower local economies.
- We are a technology and logistics company that started by enabling door-to-door delivery.
- 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.
Equal Opportunity
- We’re committed to growing and empowering a more inclusive community within our company, industry, and cities.
- 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.
- If you need any accommodations, please inform your recruiting contact upon initial connection.