Senior Territory Account Executive

DoorDash USA; Boston (MA); Hybrid; USD 120,000 - 180,000; Full time

Job summary

DoorDash seeks a Strategic Merchant Lead to drive new business and deepen restaurant partnerships across key markets. You will own an end-to-end outbound sales cycle, prospect, pitch, negotiate, and close deals with SMB and Local Hero restaurants.

This field-based role requires about 40% in-field time (2–3 days/week) with travel within the region, plus flexibility to work remotely or from a DoorDash office. You will work cross-functionally to structure competitive terms and deliver growth.

Qualifications

• 3+ years of closing experience in outbound field sales.
• Experience managing SMB and Local Hero/Premium restaurant accounts.
• Ability to travel ~40% of time and work remotely or from an office.

Responsibilities

• Own a full outbound sales cycle from prospecting to close for SMB and Local Hero/Premium restaurants.
• Drive 150-200+ weekly outreach activities and maintain a 3-4 week sales cycle.
• Close ~16-17 deals per month while spending ~40% in the field meeting restaurant owners.
• Pitch the full DoorDash suite (Marketplace, DashPass, Storefront) and communicate ROI effectively.
• Structure revenue-share agreements and negotiate competitive terms.
• Partner with Strategic Finance, Deal Desk, and Operations to close complex deals.

Skills

Closing deals

Outbound sales

Prospecting

Negotiation

Relationship building

Tools

Salesforce

Outreach

Chorus

Google Suite

Job description

The Outside Sales team has been the face of DoorDash to our merchant partners since our founding in 2013. Stationed locally across markets, the team builds deep relationships with the most iconic and desirable restaurants in each region. As the revenue-driving arm of DoorDash, Outside Sales fuels growth through strong merchant partnerships that improve customer acquisition, retention, and overall marketplace performance.

This is a field sales opportunity based out of the cities specified above. You will need to live in or in proximity to the cities listed.

About the Role

We are looking for a Strategic Merchant Lead (SML) to drive new business acquisition and deepen DoorDash's restaurant selection across key markets. These merchants have the most influence on customer growth, selection strength, and conversion - making this one of the most impactful roles in shaping the health and competitiveness of our marketplace.

This role manages an end-to-end, outbound sales cycle, leveraging both field-based and virtual selling to drive high-impact results. You will prospect, pitch, negotiate, and close new restaurant partnerships while collaborating cross-functionally to structure competitive, creative economic terms and solve complex merchant needs. SMLs play a pivotal role in shaping the dining landscape of their territories, bringing some of the most desirable restaurants—from beloved neighborhood staples to top-tier culinary brands onto the DoorDash platform.

This is a field sales role with travel within the region. You will ~40% of your time in-field meeting with merchants (typically 2-3 days per week) with additional flexibility to work remotely or from a DoorDash office. In addition, this role will require the ability to travel as needed for in-person collaboration through trainings, offsites, team-building events, and other business related necessity.

You're excited about this opportunity because you will…

• Own a full outbound sales cycle from prospecting to close for SMB and Local Hero/Premium restaurants.
• Drive 150-200+ weekly outreach activities (calls, emails, in-person visits) and maintain a highly organized 3-4 week sales cycle.
• Close ~16-17 deals per month while spending ~40% of your time in the field meeting restaurant owners.
• Pitch the full DoorDash suite (Marketplace, DashPass, Storefront) and communicate ROI effectively.
• Structure creative, nuanced revenue-share agreements and negotiate competitive economic terms.
• Partner closely with Strategic Finance, Deal Desk, and Operations to bring complex deals across the finish line.
• Navigate internal tools efficiently, including Salesforce, Outreach, Chorus, and Google Suite.
• Share territory learnings, competitive trends, and best practices to strengthen team execution and performance.
• Join a culture that prioritizes learning, ownership, and career development, with direct access to the support and resources you need to grow to the next level.

We're excited about you because you have…

• 3+ years of closing experience in