Strategic Merchant Lead at DoorDash · LumiJobs

Responsibilities

We are looking for a Strategic Merchant Lead (SML) to drive new business acquisition and deepen DoorDash’s restaurant selection across key markets. These merchants have the most influence on customer growth, selection strength, and conversion – making this one of the most impactful roles in shaping the health and competitiveness of our marketplace.
This role manages an end-to-end, outbound sales cycle, leveraging both field-based and virtual selling to drive high-impact results. You will prospect, pitch, negotiate, and close new restaurant partnerships while collaborating cross-functionally to structure competitive, creative economic terms and solve complex merchant needs. SMLs play a pivotal role in shaping the dining landscape of their territories, bringing some of the most desirable restaurants—from beloved neighborhood staples to top-tier culinary brands—onto the DoorDash platform.
This is a field sales role with travel within the region. You will ~40% of your time in-field meeting with merchants (typically 2-3 days per week) 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 trainings, offsites, team-building events, and other business related necessity.
You're excited about this opportunity because you will...
Own a full outbound sales cycle from prospecting to close for SMB and Local Hero/Premium restaurants.
Drive 150–200+ weekly outreach activities (calls, emails, in-person visits) and maintain a highly organized 3-4 week sales cycle.
Close ~16–17 deals per month while spending ~40% of your time in the field meeting restaurant owners.
Pitch the full DoorDash suite (Marketplace, DashPass, Storefront) and communicate ROI effectively.
Structure creative, nuanced revenue-share agreements and negotiate competitive economic terms.
Partner closely with Strategic Finance, Deal Desk, and Operations to bring complex deals across the finish line.
Navigate internal tools efficiently, including Salesforce, Outreach, Chorus, and Google Suite.
Share territory learnings, competitive trends, and best practices to strengthen team execution and performance.

Strategic Merchant Lead

Responsibilities

Benefits

Company

DoorDash

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