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About the Role

As a Strategic Account Executive (SAE), you will acquire high-value restaurant partners in DoorDash’s most strategic markets. You’ll own the full sales cycle, from prospecting and prioritization through discovery, negotiation, and close, while managing a high-volume portfolio of opportunities with varying levels of complexity and potential impact. Success in this role requires more than activity. You’ll use data, technology, AI-enabled tools, and strong business judgment to determine where to spend your time, how to approach each opportunity, and how to navigate more nuanced commercial conversations. You’ll have autonomy over your day and pipeline while being accountable for clear activity, pipeline, and revenue outcomes. You’ll also work cross-functionally to structure deals, solve merchant challenges, and continuously improve how we sell. We expect this role to be flexible, with a mix of remote and in-office work. You will need the ability to travel as needed for trainings, offsites, team-building events, and other business needs.

Responsibilities

Own higher-value new business acquisition: Prospect, qualify, pitch, negotiate, and close strategically important restaurant partners, including multi-location opportunities.
Prioritize for impact: Manage a large portfolio of prospects and opportunities while using data and business judgment to focus time on the highest-value opportunities.
Run the full sales cycle: Lead merchants from initial outreach and discovery through negotiation and close, adapting your strategy based on merchant needs and deal complexity.
Navigate commercial conversations: Understand merchant economics, evaluate potential deal structures, and negotiate intentionally within established financial guardrails.
Build and manage pipeline: Maintain disciplined outbound activity across calls, emails, and follow-ups while creating and advancing sufficient pipeline to consistently deliver against goals.
Leverage technology and AI: Use CRM, sequencing, automation, AI-enabled tools, and other sales technology to research accounts, prepare for conversations, improve productivity, and make better decisions.
Exercise ownership and judgment: Identify obstacles, independently determine next steps, and bring in cross-functional partners when their expertise can meaningfully advance an opportunity.
Continuously improve your craft: Use performance data, coaching, and experimentation to identify gaps, refine your approach, and adapt quickly when a strategy isn't working.
Raise the bar for the team: Share successful approaches, tools, and learnings that can improve execution beyond your individual book of business.
Represent DoorDash at a high standard: Deliver a thoughtful merchant experience that establishes credibility and creates the foundation for a long-term partnership.

Requirements

3+ years of inside sales or B2B sales experience, including demonstrated success in a closing role.
A track record of meeting or exceeding quota in a fast-paced, high-volume sales environment.
Experience managing a portfolio of opportunities and prioritizing across accounts with different levels of complexity and revenue potential.
Experience navigating higher-value or more complex deals, including multi-location or larger SMB customers.
Strong prospecting, discovery, objection-handling, negotiation, and closing skills.
Strong business judgment and the ability to make decisions with incomplete information.
A high level of ownership and comfort independently diagnosing problems and determining next steps.
A data-driven approach to understanding your performance and identifying opportunities to improve.
Experience using CRM and sales technology such as Salesforce, Outreach, Sales Navigator, or similar tools.
Curiosity and willingness to adopt emerging technology, including AI, to improve productivity and sales effectiveness.
A growth mindset and demonstrated ability to incorporate coaching, test new approaches, and adapt quickly.
Curiosity about local businesses, technology, and how platforms like DoorDash can create value for merchants.
Mandarin-speaking candidates are strongly preferred for this role; however, we are still excited to consider highly qualified candidates who do not speak Mandarin.

Skills

Salesforce
Outreach
Sales Navigator
CRM
AI-enabled tools

Location

Remote
In-office

Work Type

Flexible
Remote
In-office
Hybrid

Experience Level

3+ years of inside sales or B2B sales experience

Salary/Compensations

Base salary: $26.10—$43.80 USD
Total on-target earnings (base + commissions): $49.70—$73 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

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.