Franchise Strategic Account Development Executive

About the Team

On the Outside Account Development team, we expand existing Door Dash franchise partnerships while identifying opportunities to drive further engagement, growth, and performance on our platform. We learn more about each merchant’s business and growth goals and build a path to increased revenue, stronger operational performance, and long-term ROI—all while accommodating the diverse and rapidly evolving needs of our partners.

We’re looking for an outside sales executive to join our team as a Franchise Strategic Account Development Executive. In this role, you’ll connect existing franchise merchant partners with new and powerful tools across Door Dash Marketplace, our flagship suite of products that helps merchants get discovered, drive orders, optimize operations, and grow sustainably. This is a franchise‑focused role: you’ll sell to multi‑location franchisees, coordinate with corporate brand teams on approved marketing strategies, and turn single‑store wins into footprint‑wide adoption across brands in your book.

You will ensure partnership terms make sense for both Door Dash and the merchant while driving adoption of high‑impact Marketplace solutions— including menu optimization, promotions, Sponsored Listings, Offers, store‑page enhancements, and additional merchandising tools that improve conversion. You will ensure sustained success and increased sales across your book of business. You will report to the Manager of Strategic Account Development in our Outside Sales organization.

Historical performance, including but not limited to attainment and optimization, will be considered during the selection process.

• Educate merchants on the full range of Door Dash Marketplace products, including:
  • Marketplace storefront & ordering experience – showcase how Door Dash drives demand through a high‑intent customer base, easy ordering, and visibility across our consumer app and web.
  • Marketing & Merchandising tools – promote adoption of Sponsored Listings, Offers, Promotions, and Dash Pass strategies to improve conversion, increase order volume, and expand customer reach.
  • Menu & store‑page optimization – help merchants improve their presence on Marketplace through photo enhancements, menu structure, item descriptions, and feature adoption to increase search ranking and customer engagement.
  • Operational tools & insights – guide merchants on tools that improve store performance, from prep‑time accuracy and store hours to order batching, store‑level analytics, and actionable reporting.
  • Merchant success programs – connect partners to platform features like reviews management and customer engagement tools to retain customers and improve satisfaction.

• Run your end‑to‑end sales process with advanced discovery, consultative selling, and complex pipeline management.
• Excite existing accounts about the potential to grow revenue share through Marketplace optimizations and adoption of new platform features.
• Engage with strategic decision makers (C‑suite, VPs, owners) and use data to tell a compelling story around Marketplace performance and opportunity.
• Close partners on upgrades, upsells, and cross‑sells across Marketplace, including marketing packages, merchandising visibility, and operational enhancements.
• Use internal data and unit economics to forecast revenue growth and explain how Marketplace solutions improve sales, brand perception, and customer acquisition.
• Build internal guides for Marketplace selling motions and best practices to scale the team’s impact.
• Collaborate with regional Strategic Partner Managers (5+ at a time) to close and renegotiate Marketplace‑centered sales terms.
• Travel across your region (up to 40%), with flexible scheduling and hybrid work options.
• Navigate the franchise stakeholder map by working the full org chart across corporate/franchisor brand teams, multi‑unit franchisees and individual GMs or owner‑operators. Decision rights vary by brand—some products require corporate approval, others sit with the franchisee.
• Sell inside brand compliance and corporate guardrails. Many…