Account Manager, SMB

DoorDash; California (MO); Hybrid; USD 36,000 - 52,000; Full time

Benefits offered by this job

401(k) plan with employer matching

Paid parental leave

Wellness benefits

Commuter benefits

Paid time off

Job summary

DoorDash is hiring a Merchant Success Manager to support and grow 8,500+ SMB restaurant partners. You will manage ~75 merchants, build long-term relationships, and help owners optimize visibility, listings, and product adoption to increase revenue.

You’ll be measured on activity and outcomes, with focus on churn reduction, QBRs, and collaboration with growth teams. Some travel for in-person collaboration is expected.

Qualifications

• 2+ years of experience in client-facing sales roles, increasing customer satisfaction and product adoption.
• 2+ years of outbound sales experience with performance against targets.
• Experience using Salesforce or similar CRM tools.
• Experience with Google Sheets or Microsoft Excel (intermediate to proficient).
• Strong empathy, goal-oriented mindset, and ability to manage a book of accounts.
• Interest or fluency in AI tools to drive efficiency and impact.

Responsibilities

• Make high‑volume outbound dials to a focused book of roughly 75 SMB restaurants, using a prioritization framework to guide efforts.
• Set and review goals/KPIs for restaurant partners and monitor performance against targets.
• Advise owners on pricing, promotions, and product adoption (DashPass, Ads, promos) and explain trade-offs.
• Maintain ongoing phone/email communication to monitor progress, surface risks, and support progress toward goals.
• Deliver quarterly business reviews highlighting success, opportunities for revenue optimization, and plans for growth.
• Identify churn risks and opportunities for store expansions; collaborate with internal growth teams to pitch products.

Job description

About the Team

The Inside Account Management team is part of DoorDash’s SMB account management engine.

We are dedicated to the retention, satisfaction, and growth of 8,500+ high-impact restaurant partners. From our hubs in Tempe and Chicago, our team ensures that our merchants understand how to maximize their visibility, optimize their operations, and thrive on DoorDash. We pride ourselves on being data-driven, collaborative, and deeply committed to championing small business success.

About the Role

As a Merchant Success Manager (MSM), you will play a critical role in supporting and growing DoorDash’s SMB restaurant partners. You will manage a focused book of approximately 75 merchants, building long‑term relationships and helping restaurant owners improve their performance on the platform. Through consistent outbound calls, email outreach, and data‑driven conversations, you will guide merchants on how to increase visibility, optimize their listings, adopt DoorDash products, and ultimately grow their revenue.

You’ll be accountable for hitting weekly and quarterly KPIs — including high‑volume outbound activity (dials, talk time), strategic merchant calls, QBR delivery, and results tied to revenue, operational metrics, ads/promo adoption, and fair pricing conversations. This role is ideal for someone who enjoys fast‑paced, high‑volume merchant engagement, uses data to drive decisions, and feels energized by work that blends sales, account management, and portfolio‑level strategy.

We expect this role to be flexible in terms of time spent remote and in-office with the ability to travel as needed for in‑person collaboration through training, offsites, team‑building events, and other business related necessity.

You’re excited about this opportunity because you will…

• Make high‑volume outbound dials to existing merchants in your book of business (approximately 75 SMB restaurants), using a clear prioritization framework to decide where to focus your time and energy
• Establish goals and key performance indicators for your restaurant partners, and regularly review performance against those targets.
• Advise business owners on pricing, promotions, and product adoption (e.g., DashPass, Ads, promos) to achieve their revenue and margin goals, clearly explaining trade‑offs.
• Communicate with merchants by phone and email on an ongoing basis to monitor performance, surface risks, and proactively support progress toward their goals.
• Deliver and present quarterly business reviews ("QBR") that review a brand’s partnership with DoorDash, pinpointing success, highlighting areas for revenue optimizations, and planning for areas of opportunity and growth
• Reduce churn, while identifying and supporting new store expansions
• Collaborate with internal growth teams to identify the best products to pitch to merchants
• Persist through slower periods or skeptical merchants — testing new approaches, refining talk tracks, and maintaining consistent activity even when results lag
• Ability to travel as needed for in‑person collaboration through trainings, offsites, team‑building events, and other business‑related necessities

We’re excited about you because…

• You have 2+ years of experience in client‑facing sales roles, increasing customer satisfaction, retention, and product adoption
• You are comfortable being measured on both activity (dials, talk time, meetings) and outcomes (revenue, retention, product adoption) and can point to how you performed against your targets
• You have 2+ years of experience in Outbound Sales being held to DTT minimums
• You have 2+ years of experience in business operations or related setting
• You have experience in outbound sales and/or account management where you directly owned a book of accounts, managed prioritization, and were accountable for retention and growth
• You have experience using Salesforce or similar CRM tools
• You are versed in using Google Sheets or Microsoft Excel (can maintain complex spreadsheets), on an intermediate to proficient level
• You demonstrate empathy with customer needs and adapt to meet their unique goals
• You are goal‑oriented and competitive in a healthy way — you treat targets as a floor, not a ceiling, and enjoy going after stretch goals when you see an opportunity
• You bring strong AI fluency, or a clear eagerness to build it, and use new tools to improve efficiency, output, and impact—while knowing when human judgment and connection matter most.

Notice to Applicants for Jobs Located in NYC or Remote Jobs Associated With Office in NYC Only

We use Covey as part of our hiring and/or promotional process for jobs in NYC and certain features may qualify it as an AEDT in NYC. As part of the hiring and/or promotion process, we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound from August 21, 2023, through December 21, 2023, and resumed using Covey Scout for Inbound again on June 29, 2024.

The Covey tool has been reviewed by an independent auditor. Results of the audit may be viewed here: Covey

Compensation

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 location. Base salary is localized according to employee work location.

In addition to base salary, the compensation for this role includes opportunities for sales commission. Talk to your recruiter for more information.

DoorDash cares about you and your overall well‑being. That’s why we offer a comprehensive benefits package to all regular employees, which includes a 401(k) plan with employer matching, 16 weeks of paid parental leave, wellness benefits, commuter benefits match, paid time off and paid sick leave in compliance with applicable laws (e.g. Colorado Healthy Families and Workplaces Act). DoorDash also offers medical, dental, and vision benefits, 11 paid holidays, disability and basic life insurance, family‑forming assistance, and a mental health program, among others.

To learn more about our benefits, visit our careers page here.

See below for paid time off details:

• For salaried roles: flexible paid time off/vacation, plus 80 hours of paid sick time per year.
• For hourly roles: vacation accrued at about 1 hour for every 25.97 hours worked (e.g. about 6.7 hours/month if working 40 hours/week; about 3.4 hours/month if working 20 hours/week), and paid sick time accrued at 1 hour for every 30 hours worked (e.g. about 5.8 hours/month if working 40 hours/week; about 2.9 hours/month if working 20 hours/week).

The national base pay range for this position within the United States, including Illinois and Colorado.

$26.08—$38.40 USD

The total on‑target earnings (base + commissions) for this position within the United States, including Illinois and Colorado.

$32.60—$48 USD

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 including premium healthcare, wellness expense reimbursement, paid parental leave and more.

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.

Statement of Non‑Discrimination

In keeping with our beliefs and goals, no employee or applicant will face discrimination or harassment based on: race, color, ancestry, national origin, religion, age, gender, marital/domestic partner status, sexual orientation, gender identity or expression, disability status, or veteran status. Above and beyond discrimination and harassment based on “protected categories,” we also strive to prevent other subtler forms of inappropriate behavior (i.e., stereotyping) from ever gaining a foothold in our office. Whether blatant or hidden, barriers to success have no place at DoorDash. We value a diverse workforce – people who identify as women, non‑binary or gender non‑conforming, LGBTQIA+, American Indian or Native Alaskan, Black or African American, Hispanic or Latinx, Native Hawaiian or Other Pacific Islander, differently‑abled, caretakers and parents, and veterans are strongly encouraged to apply. Thank you to the Level Playing Field Institute for this statement of non‑discrimination.

Pursuant to the San Francisco Fair Chance Ordinance, Los Angeles Fair Chance Initiative for Hiring Ordinance, and any other state or local hiring regulations, we will consider for employment any qualified applicant, including those with arrest and conviction records, in a manner consistent with the applicable regulation.

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

Notice to Applicants for Jobs Located in NYC or Remote Jobs Associated With Office in NYC Only

We used Covey as part of our hiring and/or promotional process for jobs in NYC and certain features may qualify it as an AEDT in NYC. As part of the hiring and/or promotion process, we provided Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound from August 21, 2023, through December 21, 2023. We resumed using Covey Scout for Inbound again on June 29, 2024, and ceased using Covey Scout for Inbound on April 30, 2026.

The Covey tool has been reviewed by an independent auditor. Results of the audit may be viewed here: https://getcovey.com/nyc-local-law-144.