Strategic Merchant Lead

About the role

This position focuses on acquiring new restaurant partners to expand DoorDash's marketplace presence. You will manage the entire sales cycle, balancing field-based meetings with virtual outreach to secure high-impact partnerships.

Key facts

What you'll do

• Manage end-to-end outbound sales for SMB and Local Hero/Premium restaurants.
• Execute 150 to 200 outreach activities weekly via calls, emails, and in-person visits.
• Close 16 to 17 deals monthly within a 3 to 4 week sales cycle.
• Pitch the DoorDash ecosystem, including Marketplace, DashPass, and Storefront.
• Negotiate revenue-share agreements and complex economic terms.
• Coordinate with Strategic Finance, Deal Desk, and Operations for deal approvals.
• Contribute territory insights and competitive trends to the broader team.

Requirements

• 3+ years of experience in quota-carrying, outbound sales roles.
• Proven track record of exceeding performance targets.
• Ability to manage short, repeatable sales cycles.
• Proficiency in Salesforce, Outreach, Chorus, and Google Suite.
• Strong business judgment and ability to collaborate across internal departments.
• Resilience and ability to manage ambiguity in a fast-paced environment.

Skills & tools

• Salesforce
• Outreach
• Chorus
• Google Suite

Practical notes

• Compensation includes a base salary of $39.27 to $57.75 per hour and total on-target earnings of $71.40 to $105.00 per hour, including commissions.
• Benefits include 401(k) matching, 16 weeks of paid parental leave, medical/dental/vision coverage, flexible PTO, 80 hours of annual sick time, and 11 paid holidays.
• The role requires being in the field 2 to 3 days per week.
• Applicants for NYC-based roles should note the use of Covey Scout for Inbound as part of the hiring process.