Account Executive, Emerging Markets

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 company 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.

We are looking for a motivated Account Executive (EMAE) to join our Emerging Markets org. As an Account Executive, you will be responsible for owning the full sales cycle and bringing high-potential SMB merchants in emerging markets onto the Door Dash platform. This role is fast-paced, highly outbound, and quota-carrying. You will manage a dedicated lead list of ~225 merchants, spend the majority of your day cold calling, and drive a structured, repeatable process to pitch, consult, and close new partners on our platform.

You will report to an Inside Sales Manager who is committed to your success, offering ongoing coaching, development, and pathways for growth. We expect this role to be flexible, with some time in office and some time remote. You will need the ability to travel as needed for in-person collaboration through training, offsites, team-building events, and other business-related necessities.

• Transform how small and mid-size merchants in emerging markets grow using Door Dash’s platform
• Manage a high-volume, outbound-led workflow, including extensive daily cold calling
• Work a structured pipeline of ~225 assigned leads and own a quarterly sales quota
• Creatively engage merchants and build trusted relationships across lower-density geographies
• Master sales tools and outreach channels to drive lead conversion
• Operate in a fast-paced environment with clear daily and weekly activity expectations
• Participate in Prep Kitchen, Door Dash’s structured inside-sales training program
• Grow your sales career through continuous coaching and performance development

• You have at least 1+ years of outbound sales experience, ideally in a short-cycle environment
• You have proven experience running full sales cycles from prospecting → discovery → pitch → close
• You have demonstrated success in high-volume outreach and pipeline generation
• You have strong cold-calling skills and comfort working under pressure
• You have excellent communication skills (written and verbal)
• You consistently hit or exceeded sales targets
• You embody Door Dash’s Core Values and thrive in a fast-paced environment
• You have a coachable mindset — you welcome feedback, learn fast, and adapt with ease

• Experience in sales, customer service, hospitality, or restaurant environments
• Prior outbound cold calling experience with activity-based KPIs
• Exposure to the on-demand delivery, logistics, or restaurant-tech ecosystem
• Multilingual skills to support diverse merchant audiences

Notice to Applicants for Jobs Located in NYC or Remote Jobs Associated With Office in NYC Only

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 sales commission. Talk to your recruiter for more information.

Door Dash cares about you and your overall well-being. That’s why we offer a comprehensive benefits package to all regular employees, which includes 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 (e.g. Colorado Healthy Families and Workplaces Act). Door Dash also offers medical, dental, and vision benefits, 11 paid holidays, disability and basic life insurance, family-forming assistance, and a mental health program, among others.

To learn more about our benefits, visit our careers page…