About You

As an Enterprise Partnerships Lead for DoorDash, you will lead negotiations with the company's largest global restaurant partners. You will collaborate with all product teams, finance, and legal to determine pitch strategies and run deals to deliver on our GMV and product adoption goals. You will report into our Senior Manager, Enterprise Partnerships within our broader Enterprise Partnerships organization.

You are a business development professional, able to participate in business-level and revenue-focused conversations with C-level executives at publicly traded companies. You enjoy diving into financial models and mapping out P&L implications for potential deal structures. You manage a complex, multi-party sales process in a highly consultative manner. You naturally gravitate towards using data and insights to build consensus and influence client decisions.

Finally, you enjoy building -- you like to experiment and can successfully navigate ambiguity to further develop our business in new ways.

What you'll do

  • Lead negotiations and new product partnerships across DoorDash Marketplace, DashPass, Pickup, and Drive (white label fulfillment), that have a significant impact on the company's bottom line
  • Serve as an industry thought leader in third-party delivery in order to drive merchant success leveraging DoorDash’s ongoing product and technology developments
  • Accurately and effectively manage sales pipeline in order to prioritize business opportunities and resources
  • Reach and exceed individual quota while contributing to overall team and business goals
  • Exhibit executive presence and confidence in presenting DoorDash to C-suite executives
  • Partner with cross-functional teams (finance, legal, GMs, technical teams, account management) to structure and execute a comprehensive deal process: develop deal strategy, synthesize data, lead analysis, define the overall business approach, and get buy-in on your proposed partnerships
  • Model, present and defend P&L implications for multiple deal structures for the partner

Why we're excited about you...

  • Impact Driven -- You have a natural desire to impact the business
  • You love digging into low levels of detail to extract insights
  • Strategic -- You love to find the win and develop novel agreement structures to grow business with partners


  • 8+ years of business development and sales experience, preferably a mix of startup and larger enterprise roles
  • Experience working with commercial agreements, including structuring and negotiating agreements outside of standard sales contracts
  • Experience with C-level partnership negotiations
  • Experience in devising partnership strategy and executing that strategy with cross-functional stakeholders and external partners
  • Advanced analytical and quantitative skills, including comfort with basic modeling
  • Strong verbal and written communication
  • Experience operating in an ambiguous and fast-paced environment

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 with door-to-door delivery, and we are looking for team members who can help us go from a company that is known for delivering 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.

Pursuant to the Colorado Fair Pay Act, the base salary range in Colorado for this position is $160,650 - $217,350, plus opportunities for equity and commission. Compensation in other geographies may vary.

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

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At DoorDash, we strive to create a culture of belonging where everyone can bring their best selves to work. Our goal is to ensure that diverse identities and perspectives are valued and can thrive. We are continuously evaluating our employee and candidate programs and processes and identifying ways to ensure they are inclusive and equitable. We encourage you to share a bit more about yourself below so we can continue to improve the overall candidate experience and inform future diversity and inclusion initiatives. 

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