Account Executive, Emerging Markets

About the role

Join the Emerging Markets team to bring small and mid-size restaurants in underserved T4-T5 geographies onto the DoorDash platform. This quota-carrying position centers on high-volume outbound calling and full-cycle sales. You will report to an Inside Sales Manager and work in a hybrid arrangement with occasional travel for training, offsites, and team events. In this capacity, you will serve as the primary point of contact for prospective merchants, positioning DoorDash as a solution for growth in lower-density markets. The role requires ownership of every stage of the sales journey, from initial contact through to execution and expansion. You will be expected to maintain a disciplined routine of outreach while adapting your approach to diverse restaurant owners and operators. Success in this position will be defined by your ability to build trust quickly, communicate value clearly, and consistently advance opportunities through a structured pipeline.

Key facts

What you'll do

• Own the complete sales cycle from prospecting through close for SMB merchants in emerging markets.
• Manage a dedicated pipeline of approximately 225 leads and meet quarterly sales quotas.
• Spend the majority of each day on cold calls and outbound outreach to generate interest and schedule meetings.
• Build relationships with merchants in lower-density areas and consult them on platform benefits and operational fit.
• Follow a structured, repeatable sales process with clear daily and weekly activity targets to ensure consistent progress.
• Complete Prep Kitchen, the company's inside-sales training program, to align with methodologies and expectations.
• Leverage sales tools and multiple outreach channels, including calls, emails, and digital platforms, to convert leads into active merchants.
• Qualify prospects by understanding their business model, customer base, and delivery readiness for DoorDash integration.
• Articulate the value proposition of data-driven insights, marketing support, and technology tools available to partners.
• Collaborate with internal stakeholders to resolve questions, provide status updates, and support deal progression.
• Document all interactions within CRM systems to maintain accurate records and enable team transparency.
• Adjust strategies based on performance metrics and feedback to improve conversion rates over time.

Requirements

• 1+ years of outbound sales experience, preferably in short-cycle deals.
• Track record running full sales cycles, including prospecting, discovery, pitch, and close.
• Demonstrated success with high-volume outreach and pipeline building in previous roles.
• Strong cold-calling ability and comfort performing under pressure in a fast-paced environment.
• Solid written and verbal communication skills that convey professionalism and clarity.
• History of meeting or exceeding sales targets in prior positions or academic endeavors.
• Coachable attitude with willingness to accept feedback and adapt quickly to new processes.
• Reliable transportation or access to reliable transportation for any required in-person activities.
• Eligibility to work in the United States without sponsorship for this position at this time.
• Willingness to adhere to company policies, including those related to confidentiality and data handling.

Nice to have

• Background in sales, customer service, hospitality, or restaurant operations.
• Prior outbound cold-calling experience tied to activity-based KPIs and performance tracking.
• Familiarity with on-demand delivery, logistics, or restaurant technology platforms.
• Multilingual abilities for engaging diverse merchant audiences and expanding reach in varied communities.
• Experience working within quota-driven environments and managing time across multiple accounts.
• Comfort using technology such as CRMs, sales engagement tools, and collaboration software.
• Understanding of marketing concepts and how they apply to local business growth initiatives.
• Knowledge of regional market dynamics in T4-T5 geographies across the United States.

Skills & tools

• Cold calling and outbound prospecting techniques tailored for small business development.
• Pipeline management skills to track opportunities, forecast outcomes, and prioritize efforts.
• Consultative selling approaches that focus on customer needs and long-term value creation.
• CRM and sales engagement platforms used to log activities, track progress, and report results.
• Proficiency in tools that support communication, scheduling, and follow-up tasks.
• Strong organizational skills to balance multiple priorities and maintain attention to detail.
• Ability to interpret data and translate findings into actionable strategies for improvement.
• Time management capabilities to meet daily call targets while maintaining quality interactions.
• Adaptability to learn new products, features, and positioning as the platform evolves.
• Teamwork orientation to collaborate effectively with peers, managers, and support functions.

Practical notes

• National base pay range: $19.37 - $32.50 USD per hour.
• Total on-target earnings (base + commission): $34 - $50 USD (thousands, annualized).
• Benefits include 401(k) with employer match, 16 weeks paid parental leave, medical, dental, and vision coverage, 11 paid holidays, disability and life insurance, commuter benefits match, wellness reimbursement, mental health program, and family-forming assistance.
• Salaried roles receive flexible PTO plus 80 hours paid sick time annually.
• Accommodations available upon request; inform your recruiter during initial contact.
• NYC applicants: Covey is used as part of the hiring process; independent audit results at getcovey.com/nyc-local-law-144