Manager, Ecosystem Partnerships & Business Development

DoorDash; San Francisco (CA); On-site; USD 142,800 - 210,000; Full time

Benefits offered by this job

401(k) match

Parental leave

Wellness benefits

Commuter benefits

Paid time off

Health, dental, and vision benefits

Job summary

DoorDash is seeking a Manager, Ecosystem Partnerships & Initiatives to shape how we identify, structure, and scale our partner relationships across our Digital Commerce Platform. This role blends strategy, GTM, deals, product, and operations, collaborating with Enterprise and GM leadership to deliver multi-year roadmaps.

You will build models in Excel, prepare exec-ready narratives, and land and scale complex partner deals with restaurant and technology partners.

Qualifications

• 8+ years in partnerships, business development, management consulting, platform strategy, S&O, or similar roles.
• Experience sourcing, negotiating, and closing partnership agreements with revenue-sharing, licensing, MDF, or exclusivity terms.
• Ability to translate ambiguous partner landscapes into a clear portfolio strategy and execution plan.

Responsibilities

• Define partner categories and partnership strategy for the Digital Commerce Platform.
• Build frameworks for when to partner, build, or buy; drive cross-functional alignment (Product, Sales, Finance, Legal, Ops).
• Own the rhythm of the business and drive structure for the partnerships team.
• Land and scale complex deals with partner managers and exec stakeholders.

Skills

Partnerships

Business Development

Deal Negotiation

Strategy

Cross-functional

Excel/Sheets modeling

Executive storytelling

Financial acumen

Education

Bachelor’s degree

MBA preferred

Tools

Excel

PowerPoint

SQL

Job description

About The Team

Product Partnerships sits within the Enterprise Sales organization and is responsible for the strategic vision, acquisition, management, and growth of DoorDash’s partnerships with all the merchant, restaurant technology, and advertiser technology providers. Given the scale and complexity of our key partners, this team is a critical component of DoorDash’s growth and success in every market we operate in.

About The Role

We are looking for a Manager, Ecosystem Partnerships & Initiatives, to shape how we identify, structure, and scale our most important partner relationships across our Digital Commerce Platform. This role sits at the intersection of strategy, go-to-market, deals, product, and business operations, and will be a key thought partner to the Enterprise and GM leadership teams.

You will own the operating system for the partnerships org: defining partner categories and partnership strategy; building frameworks for when to partner, build, or buy; driving cross-functional alignment (Product, Sales, Finance, Legal, Ops); and ensuring our deals are structured for long-term value and operational success. You will also own and drive the rhythm of the business, bringing structure and rigor to the lean, high-impact product partnerships team.

This is a high-visibility, high-ownership role suited for someone who is equally comfortable building models in Excel/Sheets, creating exec-ready narratives, and working shoulder-to-shoulder with partner managers to land and scale complex deals.

You’re Excited About This Opportunity Because You…

• Excel at developing and executing a multi-year strategy and roadmap for our partner ecosystem across our Digital Commerce Platform (e.g., online ordering, loyalty, data and reporting, guest engagement, and other emerging products)
• Thrive in Business Development / Partner Management roles, working through ecosystem design, sourcing, deal strategy, negotiation, contracting, and ongoing management
• Are energized by turning a set of standalone products into a connected ecosystem, where partner integrations, distribution channels, and go-to-market motions reinforce each other instead of competing for the same restaurant
• Care about how a product actually shows up for an independent restaurant and its guests, not just how the partnership reads on paper
• Seek out opportunities to bring structure - be it in developing deal templates and guardrails (e.g., revenue share bands, MDF/marketing commitments, data-sharing rules, exclusivity / tiering structures) or driving internal deal review committees with cross-functional stakeholders (Product, Legal, Finance, Sales, Ops) to ensure alignment prior to signing

We’re Excited About You Because…

• You have 8+ years of experience in partnerships, business development, management consulting, platform strategy, S&O, or similar roles. Restaurant tech experience is even more valuable
• You can take an ambiguous partner landscape, impose structure, and turn it into a clear portfolio strategy and execution plan.
• You have a track record of sourcing, negotiating, and closing partnership agreements, and structuring commercial terms (revenue share, licensing, MDF, exclusivity) that hold up as the relationship scales
• You can operate across a multi-product portfolio and know where partnerships create real leverage versus where they add complexity without payoff
• You're comfortable being the connective tissue between Product, S&O, Legal, and Finance, driving alignment without needing authority to do it
• You use data to make the case for where to invest — building pipeline views, ROI models, and partner scorecards that inform prioritization
• You hold a bachelor’s degree; an MBA or other advanced degree is preferred.

We expect this position to be filled by 9/21/26.

Compensation

The successful candidate’s starting pay will fall within the pay range listed below and is determined based on job-related factors including, but not limited to, skills, experience, qualifications, work location, and market conditions. Base salary is localized according to an employee’s work location. Ranges are market-dependent and may be modified in the future.

In addition to base salary, the compensation for this role includes opportunities for equity grants.

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.

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.

$142,800—$210,000 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.