Business Development Executive II - Acquisition

About the Team

The SMB Business Development team partners with leading small- to medium-sized restaurant operators across the U.S. to grow and deepen their presence on Door Dash. We focus on acquiring and retaining top restaurant selection by helping merchants transition from multi-platform distribution to exclusive partnerships, while introducing them to Door Dash’s full suite of growth solutions—including marketing, fulfillment, and guest engagement tools.

As an SMB Business Development Executive II - Acquisition
, you will help us acquire exclusivity with the highest-value restaurant partners in our managed SMB segment. In this role, you will lead strategic negotiations and develop data-backed proposals that drive profitability and efficiency for our most valuable SMB merchants. You’ll operate as a strategic advisor—using insights, financial modeling, and cross-functional collaboration to design exclusive partnerships that enhance both merchant success and Door Dash’s competitive position.

You’ll collaborate cross-functionally with teams including Account Management, US Local Markets, Local Marketing, Strategic Finance, Product, and Selection to develop scalable solutions and refine our exclusivity go-to-market strategy. Your insights and feedback will directly influence the evolution of our sales playbook and product development.

As Door Dash continues to expand its merchant solutions—from marketing and fulfillment to loyalty and guest engagement—our Proactive Exclusivity team plays a key role in shaping how top restaurants experience these products. This role offers a front‑row seat to innovation and the opportunity to directly influence product strategy through merchant feedback.

You will report to the Manager of SMB Business Development. We expect this role to be flexible with 30%+ of your time traveling into key markets 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 training, off‑sites, team‑building events, and other business‑related necessity.

• Secure exclusive SMB partners: Lead high‑touch, strategic negotiations to win exclusivity with top‑value restaurant merchants
• Build data-backed deals: Develop financial models and proposals that drive merchant growth and Door Dash profitability
• Shape the exclusivity GTM: Inform how we sell exclusivity at scale by identifying what works across markets and segments
• Advise merchants strategically: Act as a trusted partner, aligning Door Dash products to merchant goals
• Collaborate cross-functionally: Work closely with Account Management, Finance, Product, Marketing, and Local Markets teams
• Refine sales playbooks: Translate deal learnings and merchant feedback into scalable talk tracks and pitch materials
• Own execution end-to-end: Manage opportunities from strategy through close in a fast-moving environment
• Operate entrepreneurially: Move quickly, lead through ambiguity, and take ownership of outcomes

• 4+ years of experience in B2B sales, business development, or strategic partnerships
• A strong record of closing complex, high-value deals from end to end
• A consultative sales approach and the ability to align tailored solutions to partner needs
• Experience collaborating across cross-functional stakeholders to deliver integrated outcomes
• Strong financial and business acumen, including comfort working with P&Ls and ROI analysis
• The ability to thrive in a fast-paced, high-growth environment with shifting priorities
• Exceptional communication, presentation, and negotiation skills
• Experience using data and analytics to inform deal strategy and influence stakeholders
• Experience structuring or renegotiating complex commercial agreements
• Familiarity with restaurant operations, delivery economics, or digital marketing within a marketplace environment (preferred)

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…