Director, Strategy & Operations, Sales Lab

About The Team

The Sales Lab org incubates Door Dash’s highest priority bets. The team manages a portfolio of bets, from early proof‑of‑concept discovery, to finding product‑market‑fit with MVPs, to building the go‑to‑market plan for full‑scale launch. We work across all verticals and Merchant segments.

We’re looking for a Director, Sales Lab, who will lead a team of 20+ merchant‑facing reps, testing pitches, pricing models, and features, documenting learnings to provide data‑backed recommendations on strategy, product, and pricing. You will create playbooks for scaled launches and go‑to‑market readiness, outlining tests, iterations, and future recommendations.

You’ll set the vision for how the team operates and be responsible for their performance, including coaching and developing on sales skills, driving high productivity and insights, and implementing new sales tooling.

You’ll partner with General Managers to define product‑market‑fit across a variety of verticals and target customer profiles. You’ll guide them through the discovery, testing, and scaling process to land these new bets into full‑fledged products that drive merchant adoption, growth, and profitability.

This role will report to the Senior Director of Merchant Strategy and GTM. We expect this role to be flexible, with some time remote, some time in office, and some time traveling in the field to visit Merchants to conduct Merchant discovery, sell, onboard, troubleshoot, etc.

• Lead Strategic Growth Bets to Scale:
  Help shepherd GM and Sales orgs find product‑market‑fit for next $1B business.
• Be the Voice of the Merchant:
  Bring new products to merchants and uncover unique Merchant needs, honing in on the right merchant profile for each product.
• Influence the Door Dash Ecosystem:
  Work cross‑functionally with Product, Strategy & Operations, and Sales teams, ensuring product feedback loop is seamless.
• Drive Sales Excellence:
  Own the performance and productivity for a 20+ organization, using data to inform strategy.
• Build the playbook for selling at Door Dash:
  Drive the sales strategy for new and existing products, testing GTM motions (bundling, packages, sequencing).

• Track record of impact – proven track record of driving significant, company‑wide impact.
• Bias to action and agility – move quickly and thrive in a fast‑paced environment. No job is beneath you and lead from the front.
• “Breakthrough walls” mentality – constantly pushing the envelope and making almost anything happen. Playmaker.
• Clarity of thought – articulate a clear vision to cross‑functional partners.
• Executive management and communication skills, especially at managing up and across Door Dash and going toe to toe with senior leaders.
• Strong leadership and maturity to build, attract, hire, retain and scale a world‑class organization.
• Proven ability to create clarity and focus in complex and ambiguous problem spaces; prioritization and pragmatism.
• Experience building the team necessary to fulfill the strategy; proactively involved in recruiting, mentoring, and developing team members.
• 10+ years of relevant management experience.

The starting pay will fall within the pay range listed below and is determined based on job‑related factors including skills, experience, qualifications, work location, and market conditions. Base salary is localized according to an employee’s work location. Ranges are market‑dependent and may be modified in the future.

$197,200—$290,000 USD (U.S. national base pay range, including Illinois and Colorado).

• 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
  
  Mental health program

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

We expect this position to be filled by 7/3/2026.

In keeping with our beliefs and goals, no employee or applicant will face discrimination or harassment based on race, color, ancestry, national origin, religion, age, gender, marital/domestic partner status, sexual orientation, gender identity or expression, disability status, or veteran status. We also strive to prevent other subtle forms of inappropriate behavior such as stereotyping. We value a diverse workforce and encourage applications from all backgrounds.

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