Manager, Strategic Regional Sales

About the Team

The key to DoorDash's growth is merchant selection. The more local favorites we add to DoorDash, the faster we will add new customers, the better we will retain existing customers, and the higher our conversion rates will be for customers visiting our app or website.

With the acquisition of Caviar, this selection has expanded into the Premium segment. This covers local favorites as well as high ticket ($$$+) merchants with James Beard Awards or Michelin Stars.

Also in this segment, under the Caviar and DoorDash Ace and King umbrella, are top Regional Chains. From a brand equity and growth standpoint, these merchants help us create a bespoke off premise experience for customers while helping us learn about the problems our nation's top chefs encounter and build products and services that solve those challenges.

This role will build and lead the front line sales managers and sales teams that are responsible for the acquisition of top selection across its respective super region, collaborate with partner teams to create a white glove onboarding experience for these merchants, sell new products and services into these merchants, and share learnings about their pain points with our Merchant S&O and Product teams to inform our product roadmap.

About the Role

You will report to the Senior Manager on our Strategic Regional Sales team in our Outside Sales organization. Once our offices reopen, we expect this role to be hybrid with some time in-office.

You're excited about this opportunity because you will...

Build. We currently do not have enough Strategic Merchant Leads (SMLs) to meet the Premium needs of our expanding Caviar marketplace nor our ambitious Caviar and DoorDash Ace and King pTAM objectives.

The first role of this leader will be to build and expand the team of Strategic Merchant Leads responsible for winning these accounts.

Perform. With SMLs under Regional management structure, we do not have direct management accountability on our highest valued SMB segments.

You will lead the regional strategy of forming partnerships with the top segment of merchants and specializing our reps' focus by segment.

Collaborate. Beyond the confines of product and pricing, these merchants require a white glove sales and service approach;

without that we lose Caviar and DoorDash Ace and King deals. You will operate at the lowest level of detail to learn more about these problems and collaborate with the Director of Strategic Regional Sales, Post-Sale, and Service teams on internal handoff & service processes.

Report. Lead weekly Caviar and DoorDash Ace and King pipeline reviews across your regions where you'll gain an in-depth understanding of your team's pipeline and corresponding challenges.

You will report out on highlights, lowlights, and provide detailed action plans to maintain and accelerate the performance of your team.

Lead. Today's set up does not put an SML lens on employee development and satisfaction. Taking responsibility for our highest professional level individual contributors requires a keen attention to details, leading developmental conversations and empowering our teams to get 1% better everyday.

Our people are our most important asset with the largest room to grow; it is your role to challenge them to maximize their potential.

Serve. Building, performing, managing, and relaying may be the what, but you achieve these things without sacrificing the how.

This means putting DoorDash first, our team second, and yourself third. You enhance the employee experience by having educated yourself on and demonstrated the importance of diversity and inclusion.

This shows up in your team building efforts, as does instilling our values in the team and leading - both merchants and your people - with empathy.

We're excited about you because...

• Builder at heart - you dream big and start small when it comes to business and people leadership and are an owner of deal strategy, pipeline management, support / services, and the other key pieces of infrastructure that allow your team to succeed.
• Comfortable with ambiguity - goals will be aggressive and infrastructure shaky; in the face of uncertainty you truth seek to find problems and show a bias for action to marry those problems with solutions
• DoorDash first - you work well with others under the one team one fight mindset and choose optimism on solving pain points in our sales and service of top merchants
• Insightful communicator - you operate at the lowest level of detail to understand our merchant's or operation's problems, think outside of the room to identify the audience who most needs to help solve them, and clearly articulate in writing and verbally why these problems should be prioritized
• People expert - you have led or assisted with People OKRs to help others get 1% better every day, regularly lead trainings to demonstrate what it means to be customer obsessed, and, because of your focus on culture and growth, maintain exceptional employee voice survey results
• Empathetic leader - you have a track record of making room at the table for diverse perspectives; building a team that achieves the what is not enough, you accomplish the what and (not or) display our values in demonstrating the how

Qualifications

• You consistently exceed acquisition targets
• You have found creative ways to build partnerships with difficult prospects
• You have a track record of hiring, developing, and retaining diverse talent
• You are based in the U.S.
• You have a sphere of influence with leaders throughout the Merchant and other partner organizations
• You are responsible for driving results, influencing the direction of the team's strategic plan and shaping policies to aid in the execution of the strategic plan

We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT.

As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on June 20, 2024.

Please see the independent bias audit report covering our use of Covey here.

Compensation

Actual compensation within the pay range listed below will be decided based on factors including, but not limited to, skills, prior relevant experience, and specific work location.

Base salary is localized according to employee work location.

In addition to base salary, the compensation for this role includes opportunities for equity grants and sales commission.

The estimated pay range for this position represents total on-target earnings (including base salary and on-target incentive pay).

Talk to your recruiter for more information.

DoorDash cares about you and your overall well-being. That's why we offer a comprehensive benefits package for all regular employees that includes a 401(k) plan with an employer match, paid time off, paid parental leave, wellness benefit and several paid holidays.

Additionally, for full-time employees, DoorDash offers medical, dental, and vision benefits, disability and basic life insurance, family-forming assistance, a commuter benefit match and a mental health program, among others.

To learn more about our benefits, visit our careers page here.

The base pay for this position ranges from our lowest geographical market up to our highest geographical market within California, Colorado, District of Columbia, Hawaii, New Jersey, New York and Washington.

$142,800-$210,000 USD

About DoorDash

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 with door-to-door delivery, and we are looking for team members who can help us go from a company that is known for delivering 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.

Our Commitment to Diversity and Inclusion

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.