Manager, SMB Business Development - Retention

DoorDash High Volume; United States; Remote; USD 144,000 - 212,000; Full time

Benefits offered by this job

401(k) with employer matching

16 weeks paid parental leave

Wellness benefits

Commuter benefits match

Paid time off & paid sick leave

Medical, dental, and vision benefits

11 paid holidays

Disability and basic life insurance

Family-forming assistance

Mental health program

Job summary

DoorDash is seeking a Manager, SMB Business Development - Retention to lead strategic partnership moments with our restaurant partners. You will own interventions that drive retention and exclusivity, execute high-stakes deal strategies, and mentor four direct reports to elevate performance.

You will partner with cross-functional teams, including Account Management, Strategic Finance, and Legal, to optimize retention and partner value across the lifecycle.

Qualifications

• 6+ years of experience in restaurant partnerships, business development, or enterprise account management.
• Proven ability to structure and close high-value deals at pivotal moments.
• Experience managing and developing a team of high performers.
• Ability to leverage data and analytics to inform decision-making and strategy.
• Experience working across multiple teams to drive business outcomes.
• Proven creative problem-solving to ideate and execute impactful projects.

Responsibilities

• Own Key Partnership Moments – drive engagement at critical phases such as renewals and exclusivity negotiations.
• Lead a High-Performing Team – manage and develop four direct reports, fostering growth and performance.
• Drive Strategic Initiatives – lead retention strategy, renewals, upsells, churn mitigation and deal optimization.
• Execute Competitive Strategies – develop strategies in response to market dynamics and competitor moves.
• Work Cross-Functionally – partner with Account Management, Strategic Finance, Selection, US Local Markets, and Legal.

Skills

Strategic account management

Negotiation

People leadership

Data-driven

Cross-functional collaboration

Creative problem solving

Job description

About the Team

The SMB Business Development team is responsible for managing key partnership moments with our most strategic restaurant partners. Our team steps in at pivotal times—such as contract renewals, exclusivity negotiations, and high-impact strategic initiatives to ensure long-term success before transitioning accounts back to the broader Account Management team. We collaborate cross-functionally with Product, Strategic Finance, Selection, US Local Markets, and Legal to drive retention, exclusivity, and deal efficiency at critical junctures.

About the Role

As Manager, SMB Business Development - Retention , you will lead our efforts to drive success in key partnership moments, ensuring that our most valuable restaurant partners maximize their potential on our platform. You will own strategic interventions that drive retention and exclusivity, execute high-stakes deal strategies, and enhance product adoption during pivotal phases of the restaurant partnership lifecycle. Additionally, you will lead a team of four direct reports, focusing on their growth and effectiveness in executing high-impact partnership engagements. This role requires a strategic mindset, strong negotiation skills, and cross-functional collaboration.

You will report to Blair Toll , Sr. Manager of Business Development, within the Rx Success organization.

You’re excited about this opportunity because you will…

• Own Key Partnership Moments – Drive successful engagement at critical phases such as renewals, exclusivity negotiations, and strategic initiatives before transitioning accounts back to Account Management.
• Lead a High-Performing Team – Manage and develop four direct reports, fostering career growth and performance excellence.
• Drive Strategic Initiatives – Lead the Business Development marketplace retention strategy, including proactive renewals, upsells, churn mitigation, deal structuring, and performance optimization at crucial points in the relationship.
• Execute Competitive Strategies – Develop and implement competitive strategies in response to evolving market dynamics and competitor moves.
• Work Cross-Functionally – Partner closely with Account Management, Account Development, Strategic Finance, Selection, US Local Markets, and Legal teams to optimize retention and enhance partner value during key moments.

We’re excited about you because…

• You have extensive experience in strategic account management – 6+ years of experience in restaurant partnerships, business development, or enterprise account management.
• You are a strong negotiator – You have a proven track record of structuring and closing high-value deals at pivotal moments.
• You are a people leader – You have experience managing and developing a team of high performers.
• You are data-driven – You leverage data and analytics to inform decision-making and strategy.
• You excel in cross-functional collaboration – You have experience working across multiple teams to drive business outcomes.
• You are a creative problem solver who can build - You have experience ideating, launching and seeing to fruition projects that drive impact.

Bonus Points If…

• You have post-sales experience.
• You have experience in a high-growth marketplace, delivery, or SaaS business.
• You have worked with major restaurant chains or QSR brands.
• You have a background in financial modeling or contract negotiations.

We expect to fill this position by 11/14/2026.

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 equity grants and 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.

$144,160—$212,000 USD

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

$180,200—$265,000 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.