NZ Account Executive, SMB

DoorDash ANZ; Auckland; On-site; NZD 100,000 - 160,000; Full time

Job summary

DoorDash ANZ is seeking an Account Executive to acquire new SMB restaurant partners across New Zealand. You will own the full sales cycle—from prospecting and outreach to pitching, negotiating, and signing—building a strong pipeline that fuels marketplace growth.

You’ll work cross-functionally with Marketing, Operations, Customer Success, and Strategy teams to win in your territory, using market insights and competitive intelligence to drive results.

Qualifications

• 4+ years of experience in B2B sales or new business acquisition.
• Proven ability to meet sales targets and close new business.
• Strong prospecting and pipeline management skills with a hunter mentality.

Responsibilities

• Hunt and close new SMB restaurant partners across New Zealand.
• Own your patch by developing and executing an acquisition plan.
• Use data and market insights to build compelling pitches and prioritize outreach.
• Negotiate commercially and close deals that enable long-term success.
• Collaborate with Marketing, Operations, and Post-Sales for smooth onboarding.
• Travel across the region and beyond as required by business needs.

Skills

B2B sales

Prospecting

Pipeline management

Negotiation

Account planning

Job description

About the Team

Our Restaurant Acquisition team is the engine behind DoorDash’s growth across New Zealand. We identify, pitch, and sign new SMB restaurant partners, bringing the best local dining onto the platform and expanding selection for customers in every market we serve.

You’ll leverage AI-powered insights, data-driven signals, and emerging tools to shape strategy, inform decision-making, identify opportunities, and drive growth across complex, enterprise-level engagements. By integrating AI and data-enabled analysis into day-to-day workflows, you’ll improve prioritization, execution, and business impact while partnering cross-functionally to translate evolving platform and AI capabilities into clear, tangible value for partners and the business.

About the Role

As an Account Executive, you’ll be responsible for acquiring new SMB restaurant partners for DoorDash across New Zealand. You’ll own the full sales cycle: from prospecting and outreach to pitching, negotiating, and signing, building a strong pipeline of high-quality merchants that fuel marketplace growth.

Working cross-functionally with Marketing, Operations, Customer Success, and Strategy teams, you’ll use market insights and competitive intelligence to win in your territory and convert top prospects.

Please note: this is a highly field-based role requiring travel across your region and, at times, wider travel across New Zealand, including overnight stays. Candidates must hold a valid full New Zealand driver licence and be comfortable with travel requirements that may vary based on business priorities and market needs.

You’re excited about this opportunity because you will…

• Hunt and close new restaurant partners: pitch and sign SMB restaurants, from iconic local favourites to exciting up-and-coming venues
• Own your patch: develop and execute a strategic acquisition plan that prioritises high-value prospects and closes selection gaps in key markets
• Use data to win: leverage market intelligence, competitive insights, and platform data to build compelling pitches and prioritise outreach
• Navigate objections and negotiate commercially: tailor proposals that demonstrate clear value, handle competitive pushback, and close deals that set partners up for long-term success
• Collaborate cross-functionally with Marketing, Operations, and Post-Sales teams to ensure a seamless merchant onboarding experience and strong speed to first order
• Be a market expert: stay across competitor activity, local dining trends, and merchant sentiment to inform your approach and feed insights back to the wider business
• Lift the team by sharing winning tactics, pipeline best practices, and helping those around you succeed

We’re excited about you because…

• 4+ years of experience in B2B sales, business development, or new business acquisition
• Proven track record of meeting or exceeding sales targets and closing new business
• Strong prospecting and pipeline management skills with a hunter mentality
• Commercial acumen with the ability to craft compelling value propositions and negotiate effectively
• Clear, confident communicator — equally persuasive on the phone, over email, and in person
• Thrive in high-growth, fast-paced environments; competitive, adaptable, and solutions-focused
• A genuine team player — collaborative by nature and committed to helping others win
• Hold a valid full New Zealand driver licence

• Experience leveraging data, AI-informed insights, and emerging AI tools to drive strategic decisions, enhance productivity, and improve outcomes in complex business environments.
• Strong ability to interpret AI-generated insights, synthesize them into clear, actionable recommendations and executive-level narratives, and influence stakeholders.
• Baseline fluency in AI concepts, with a willingness to continuously learn and adopt new technologies as AI capabilities become increasingly embedded in workflows, products, and customer interactions.

About DoorDash

At DoorDash, our mission to empower local economies shapes how our team members move quickly, learn, and reiterate in order to make impactful decisions that display empathy for our range of users—from Dashers to merchant partners to consumers. We are a technology and logistics company that started by enabling door-to-door delivery, and we are looking for team members who can help us go from a company that is known as the place you order food to a company that people turn to for any and all goods. DoorDash is growing rapidly and changing constantly, which gives our team members the opportunity to share their unique perspectives, solve new challenges, and own their careers. We're committed to supporting employees’ happiness, healthiness, and overall well-being by providing comprehensive benefits and perks.

Our Commitment to Diversity and Inclusion

We’re committed to growing and empowering a more inclusive community within our company, industry, and cities. That’s why we hire and cultivate diverse teams of people from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has room at the table and the tools, resources, and opportunity to excel.

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