As Senior Director, Enterprise Commercialization - you will be responsible for crafting and executing a unified commercial strategy for our largest restaurant partnerships..
The Enterprise Commercialization Team at DoorDash is pivotal in crafting and executing a unified commercial strategy for our largest restaurant partnerships. We spearhead negotiations, refine go-to-market tactics, and directly engage with merchants to foster growth and address gaps in product-market fit. Given the scale and intricacy of our key partners, our team is essential to DoorDash’s expansion and growth in every market we serve.
As the Head of Enterprise Commercialization, you will lead high-stakes negotiations, strategic planning, and cross-functional alignment to enhance DoorDash's relationships with top enterprise merchants. This role requires a deep understanding of the competitive landscape, strong negotiation skills, and the ability to develop and implement strategies that drive growth and profitability.
We seek a highly entrepreneurial and strategic individual who enjoys rolling their sleeves and building. You will lead commercialization efforts that enhance DoorDash products and services and drive innovation in our go-to market.
You are a highly effective business development and operator capable of engaging in business-level and P&L-focused conversations with C-level executives at restaurants of all sizes. You are an analytical thinker who enjoys diving into financial models and mapping out the P&L implications of potential deal structures. You can lead a complex, multi-party partnership effort in a highly consultative manner.
Finally, you enjoy building stuff; you like to experiment with new ideas and new ways of working to further develop our internal processes in ways that we may not have explored before.
What you’ll do
- Lead: You will lead deal negotiation and manage partnerships with key strategic partners:
- Lead negotiations for top-tier restaurants.
- Develop and refine negotiation strategies to counter competitive offers and retain business without excessive economic concessions.
- Implement a holistic approach to deal structuring, considering overall economics to ensure mutual profitability.
- Own engagement with leading restaurant partners
- Conduct proactive industry conversations, educating merchants on DoorDash’s differentiating factors and growth acceleration strategies.
- Customize presentations to address specific concerns and opportunities for each merchant, ensuring tailored and impactful communication.
- Drive playbook development and cross-functional collaboration:
- Create and iterate on structured playbooks to retain top accounts and measure deal quality and impact on growth/profitability.
- Align with cross-functional teams to mitigate organizational concerns and ensure seamless execution of negotiation strategies.
- Conduct coaching and training:
- Educate Business Development (BD) teams on Drive negotiation best practices through formal training and informal coaching sessions.
- Resolve issues early within the Enterprise team to prevent escalations and maintain smooth operations.
- Mentor new hires on negotiation techniques and strategy implementation through hands-on involvement in major deals.
- Guide product marketing and content creation:
- Identify and address product marketing gaps by creating high-quality collateral that scales across the organization.
- Develop polished presentations and content to support sales efforts and enhance merchant understanding of DoorDash offerings.
About you
- Impact Driven -- You have a natural desire to make a huge impact on the business
- Detailed-Oriented -- You love digging into low levels of detail to extract insights
- Strategic -- You love to find the win-win and develop novel agreement structures to grow business with partners
- Gritty -- You roll up your sleeves and do whatever it takes to make things successful
- You solve problems from first principles. You’re excited to solve problems in innovative ways, and you resist “this is how it’s always been done” thinking
- You’re unafraid of ambiguity. Rapid change and learning is exciting to you, and you thrive in ambiguous, startup environments
- Multi-Disciplinary -- You are happy juggling many priorities concurrently
Qualifications
- 15+ years of business development experience, preferably a mix of startup and larger enterprise experience
- Experience with C-level partnership negotiations
- Ability to lead analysis-driven negotiation processes
- Proven closing skills
- Deep comfort with marketplaces and logistics industries
- Advanced analytical and quantitative skills, including comfort with financial models
- Strong verbal and written communication skills
- Ability to operate in a highly ambiguous and fast-paced environment
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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. The estimated pay range for this position represents total on-target earnings (including base salary and on-target incentive pay). 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 for all regular employees that includes a 401(k) plan with an employer match, paid time off, paid parental leave, wellness benefit and several paid holidays.
Additionally, for full-time employees, DoorDash offers medical, dental, and vision benefits, disability and basic life insurance, family-forming assistance, a commuter benefit match and a mental health program, among others.
To learn more about our benefits, visit our careers page here.
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.
If you need any accommodations, please inform your recruiting contact upon initial connection.
