Strategic Partner Manager II

About the role

You will own and grow relationships with a portfolio of SMB restaurant partners, operating with a high degree of autonomy and strategic judgment to drive long-term growth, profitability, and retention. You will lead complex, high-impact partnerships that move beyond transactional interactions to shape holistic merchant strategies around growth, operations, and scaling on DoorDash. You will proactively adapt account plans as opportunities and challenges emerge, identifying and addressing risks early while consistently delivering measurable outcomes across your book of business. Beyond managing individual accounts, you will serve as a voice of the merchant internally, influencing cross-functional initiatives and sharing best practices that elevate how DoorDash partners with restaurants at scale. You will recommend and sell DoorDash products that support merchant growth, efficiency, and brand perception, balancing thoughtful partnership with commercial impact. You will report to a regional manager within Outside Account Management and exercise flexibility with time split between traveling to merchants and working remotely from home or a DoorDash office. You will continuously evaluate account health, anticipate detractors, and implement solutions to protect merchant performance and long-term success.

Key facts

What you'll do

Conduct high-impact business reviews with larger-scale restaurant partners to assess performance, growth levers, and strategic priorities.

Develop and own strategic account plans for a portfolio of SMB partners, outlining growth opportunities, commercial targets, and execution roadmaps.

Partner with restaurant merchants to understand their goals, solve operational challenges, and recommend strategies that balance growth with profitability.

Proactively adapt account strategies as market conditions, merchant performance, and opportunities evolve, ensuring plans remain relevant and actionable.

Identify and mitigate risks early by monitoring account health indicators, detecting detractors, and implementing protective measures.

Drive expansion efforts by recommending and selling DoorDash products and features that enhance merchant growth, efficiency, and brand perception.

Collaborate cross-functionally with Product, Operations, Sales, and other teams to drive action and outcomes without relying on manager escalation.

Surface meaningful merchant insights on a quarterly basis to inform product improvements, go-to-market strategy, and internal initiatives.

Elevate the standard of partner management by sharing best practices, providing feedback on decks and negotiation strategy, and supporting the development of junior Partner Managers.

Represent the merchant perspective internally to shape cross-functional initiatives and improve DoorDash's partnership approach at scale.

Leverage advanced analytical skills to maintain complex spreadsheets, analyze performance data, and translate insights into actionable strategies.

Exercise strong executive presence by commanding rooms, influencing without authority, and delivering compelling presentations to senior restaurant stakeholders.

Operate with autonomy and strategic judgment, making decisions that align with both merchant success and DoorDash's commercial objectives.

Balance day-to-day account management with a forward-looking focus on growth, retention, and long-term value creation for partners.

Build trusted relationships with key restaurant stakeholders, positioning yourself as a strategic advisor rather than a transactional account manager.

Requirements

4+ years of experience in account management, customer success, or post-sales roles with increasing scope and autonomy.

Proven track record of driving measurable growth and retention across the majority of a book of business.

Strong executive presence with the ability to command a room, influence without authority, and deliver compelling presentations.

Deep understanding of the restaurant and hospitality industry, including merchant P&L and unit economics.

Advanced analytical skills, including maintaining complex spreadsheets and performing data analysis using tools to derive insights and inform decisions.

Exceptional written and verbal communication skills with the ability to tailor messaging for executive-level restaurant stakeholders.

Comfortable operating in a fast-paced, dynamic environment with shifting priorities and ambiguous challenges.

Demonstrated ability to manage multiple priorities, meet deadlines, and maintain high standards of quality under pressure.

Strong judgment and strategic thinking to identify opportunities, anticipate risks, and recommend appropriate actions.

Collaborative mindset with the ability to work effectively with cross-functional partners without direct authority.

Willingness to travel regionally to meet with restaurant partners, attend industry events, and support go-to-market initiatives as needed.

Commitment to representing merchant interests internally while aligning with DoorDash's policies, goals, and ethical standards.

Ability to maintain confidentiality and handle sensitive information related to merchant performance and business strategies.

Comfortable using data, qualitative feedback, and market signals to continuously refine account strategies and improve outcomes.

Nice to have

Preferred experience working with restaurant, hospitality, or food service businesses.

Background in sales, business development, or strategic partnerships within the restaurant or marketplace industry.

Experience leveraging data tools and analytics platforms to drive merchant growth and operational improvements.

Familiarity with marketplace dynamics, two-sided network effects, and platform economics.

Experience presenting to senior executive audiences and influencing stakeholders in large organizations.

Practical notes

Engagement: Full-time

Hours: Standard full-time hours, with flexibility for occasional travel and remote work.

Travel: Regional travel to merchant locations and industry events may be required.

Visa: Candidates must be authorized to work in the United States without sponsorship for this role.

Location: Los Angeles, CA