Account Executive, Emerging Markets

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 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

We use Covey as part of our hiring and/or promotional process for jobs in NYC and certain features may qualify it as an AEDT in NYC. As part of the hiring and/or promotion process, we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound from August 21, 2023, through December 21, 2023, and resumed using Covey Scout for Inbound again on June 29, 2024.

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Covey

About Door Dash

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 door‑to‑door delivery, and we are looking for team members who can help us go from a company that is known for delivering food to a company that people turn to for any and all…