Merchant Lead - Emerging Markets; Virginia

Growth Merchant Lead – Emerging Markets (Virginia)

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About the Team

The Emerging Markets team promotes growth in local economies by building meaningful partnerships with merchants across underdeveloped, high‑opportunity markets. We focus on T4–T5 geographies—one of Door Dash’s highest priorities, representing over 40% of remaining restaurant opportunities as we expand beyond core cities and suburbs. Our team creates first connections with SMB restaurants and retailers, helping them grow and monetize through on‑demand delivery.

About the Role

As a Growth Merchant Lead (GML), you will play a pivotal role in expanding Door Dash’s footprint by opening new markets and bringing new restaurant partnerships onto the platform. You will own a high‑velocity, in‑person sales cycle and spend the majority of your time developing Tier 4‑5 (“emerging”) markets – some of Door Dash’s largest remaining areas of opportunity. This role requires extensive travel (70%+).

It is ideal for someone energized by building new markets from the ground up and influencing market growth directly.

You’ll report to a Regional Sales Manager and work cross‑functionally with teams across the business. The role is field sales with extensive travel within the region; you will spend most of your time traveling to meet merchants, with some remote work and occasional in‑person collaboration through trainings, offsites, and team‑building events.

You're Excited About This Opportunity Because You Will…

• Expand Door Dash’s presence by traveling to emerging markets and developing new restaurant partnerships.
• Lead end‑to‑end, in‑person sales cycles – prospecting, pitching, negotiating, and closing.
• Sell business owners on Door Dash’s value and secure revenue‑share agreements.
• Consistently execute high‑volume field activity and close deals within days.
• Build scalable approaches and playbooks to accelerate market expansion.
• Shape Door Dash’s expansion strategy in rural economies.
• Have an outsized impact on growth in high‑priority markets.

We're Excited About You Because…

• You have 4+ years of in‑person, outside B2B sales experience (field experience is required).
• You have proven success running short, high‑velocity, full sales cycles – including same‑day closes.
• You have strong prospecting, hunting, and negotiation skills.
• You are energized by extensive travel – spending 70%+ of your time in the field, including overnight travel inside and outside of your home state.
• You are entrepreneurial, adaptable, and motivated to build and scale new markets.
• You have demonstrated success operating autonomously and thrive in environments where you create the playbook, not follow one.
• You are comfortable using Salesforce, Google Workspace, and sales productivity tools.

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.

Base salary: $93,840 – $138,000 USD

On‑target earnings (base + commissions): $156,400 – $230,000 USD

The role may include opportunities for equity grants.

Benefits

Door Dash offers a comprehensive benefits package to all regular employees, including a 401(k) plan with employer matching, 16 weeks of paid parental leave, wellness benefits, commuter benefits match, paid time off and paid sick leave (in compliance with applicable laws), medical, dental, and vision benefits, 11 paid holidays, disability and basic life insurance, family‑forming assistance, and a mental health program.

Paid time off: for salaried roles, flexible paid time off/vacation plus 80 hours of paid sick time per year; for hourly roles, vacation accrues about 1 hour for every 25.97 hours worked, and paid sick time accrues about 1 hour for every 30 hours worked.

About Door Dash

Door Dash’s mission is to empower local economies. We are a technology and logistics company that started with food delivery and is expanding into all goods. We are committed to supporting employees’ happiness, health, and well‑being with comprehensive benefits and perks.

We are an equal‑opportunity employer. Door Dash hires and cultivates diverse teams of people from all backgrounds, experiences, and perspectives. No employee or applicant will face discrimination or harassment based on any protected category. All qualified applicants, including those with arrest and conviction records, will be considered for employment in accordance with applicable regulations.

If you need any accommodations, please inform your recruiting contact upon initial connection.