Business Development Lead - Digital Ordering Specialist

Business Development Lead
- Digital Ordering Specialist — Chicago

Our Enterprise Business Development team is a group of experienced and dedicated professionals who are passionate about driving growth for Door Dash and for our Restaurant Merchants. We work closely with our Account Management and other cross‑functional teams to identify and pursue new business opportunities and negotiate the commercial partnership terms with our existing enterprise restaurant partners. Our team is results‑oriented and focused on driving both profits and product adoption, while providing exceptional service to our clients.

We value innovation and strategic thinking, and naturally gravitate towards using data and insights to build consensus and influence client decisions.

As a Business Development Lead
- Digital Ordering Specialist for Door Dash, you will lead negotiations with the company's largest global restaurant partners with a focus on our first‑party digital ecosystem. You will be responsible for bringing our Digital Ordering product to market. Digital Ordering is a comprehensive, white‑labeled product suite for our merchant partners that drives growth on their first‑party channels. You will collaborate with the first party Commerce Platform, Account Management, Commercialization, Finance, and Legal teams to determine pitch strategies and run deals to deliver on our growth and product adoption goals.

You exhibit strong communication, presentation, and negotiation skills, and are able to participate in business‑level and revenue‑focused conversations with C‑level executives at publicly traded companies. You will report into a Senior Manager, Enterprise Partnerships on our Enterprise Partnerships team in our Enterprise Sales organization.

• Identify, pursue, and close new first‑party Digital Ordering opportunities with existing enterprise‑level restaurant merchants.
• Lead negotiations across Door Dash’s Digital Ordering product suite (white label digital channel development and fulfillment), that have a significant impact on the company's bottom line.
• Understand SaaS‑style buyer personas, complex tech ecosystems, and how to navigate both.
• Develop and manage a pipeline of opportunities, and accurately forecast both revenue growth and product adoption.
• Reach and exceed individual quota while contributing to overall team and business goals.
• Exhibit executive presence and confidence in representing Door Dash to C‑suite executives.
• Partner closely with cross‑functional teams (finance, legal, GMs, technical teams, account management) to ensure successful execution of all aspects of the sales process.
• Serve as an industry thought leader in first‑party delivery in order to drive merchant success leveraging Door Dash’s ongoing product and technology developments; continuously stay up‑to‑date on industry trends and competitors’ activities.

• You have 7+ years of successful B2B sales (SaaS preferred) and/or business development experience with a proven track record of achieving or exceeding set targets.
• You have experience working with commercial agreements, including structuring and negotiating agreements outside of standard sales contracts and terms of service.
• You have experience with C‑level negotiations and demonstrate an ability to not only think strategically, but also execute effectively to meet business objectives.
• You are collaborative and work effectively in a team environment, balancing the needs of cross‑functional teams and external stakeholders.
• You have strong communication, presentation, and negotiation skills.
• You enjoy operating in an ambiguous and fast‑paced environment.

We expect this position to be filled by 8/25/2026.

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. Talk to your recruiter for…