Strategic Merchant Lead

About the Team

The Outside Sales team has been the face of Door Dash to our merchant partners since our founding in 2013. Stationed locally across markets, the team builds deep relationships with the most iconic and desirable restaurants in each region. As the revenue‑driving arm of Door Dash, Outside Sales fuels growth through strong merchant partnerships that improve customer acquisition, retention, and overall marketplace performance.

This is a field sales opportunity based out of the cities specified above. You will need to live in or in proximity to the cities listed.

We are looking for a Strategic Merchant Lead (SML) to drive new business acquisition and deepen Door Dash’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 Door Dash 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 Door Dash 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.

• 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 Door Dash suite (Marketplace, Dash Pass, 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.
• Join a culture that prioritizes learning, ownership, and career development, with direct access to the support and resources you need to grow to the next level.

• 3+ years of closing experience in outbound, quota‑carrying sales roles.
• Proven ability to consistently exceed goals in a fast‑paced environment.
• Experience managing organized, repeatable sales processes and short transactional cycles.
• Strong written and verbal communication skills with the ability to build rapport quickly.
• Technical proficiency with CRM and sales tools (Salesforce, Outreach, Chorus, Google Apps).
• Ability to adapt quickly, manage ambiguity, and maintain strong organization across multiple deal components (rates, bonuses, marketing funds, internal approvals, etc.).
• Demonstrated emotional intelligence, resilience, and a relentless work ethic.
• Ability to creatively engage prospects, create urgency, and overcome objections.
• Strong business judgment and ability to collaborate cross‑functionally (90%+ of deals require XFN partnership).

At Door Dash, 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…