Business Development Executive

About the Team

On the Restaurant Success team, we develop DoorDash partners to capture engagement, growth, and performance on our platform. We will establish success and build a plan to reach new heights, while accommodating the variable needs of our partners.

About the Role

As an SMB Business Development Executive - Retention, you will lead high-impact negotiations with SMB-managed merchants during pivotal partnership moments - including renewals, churn threats, and exclusivity discussions. You will own complex deal conversations end-to-end balancing merchant needs with DoorDash's strategic priorities to drive outcomes that support long-term retention and revenue growth.

This role requires strong commercial judgement, executive presence, and deep understanding of restaurant economics. You'll work autonomously while partnering closely with cross-functional teams and senior leadership to develop compelling proposals, influence strategy, and scale insights across the broader business.

You will report to the Manager of Eastern Canada within our Canadian SMB Restaurant Success organization. We expect this role to be hybrid, with time split between working in-office, traveling to merchants, and working from home.

You're excited about this opportunity because you will...

• Own complex negotiations: Lead deal conversations from discovery through close during renewals, exclusivity discussions, and churn-risk situations
• Drive cross-functional alignment: Partner with account owners, product, local market teams, strategic finance, legal, and others to build strong merchant proposals
• Present with influence: Develop and deliver compelling presentations that clearly articulate DoorDash's value and advocate for long-term partnerships
• Engage senior leadership: Collaborate with internal leaders throughout the deal lifecycle and contribute insights that shape broader GTM strategy
• Operate with urgency and autonomy: Navigate ambiguity, move quickly, and exercise sound judgment while maintaining high quality and rigour
• Build for scale: Contribute to the evolution of Canada SMB Restaurant Success strategy, processes, and playbooks as the business grows

• 4+ years of experience in business development, account management, strategic sales, or a related role involving complex negotiations and senior stakeholder engagement.
• Strong understanding of the restaurant industry and merchant economics, including profitability and P&L drivers
• Executive presence with the ability to build rapport quickly and influence stakeholders at all levels
• Proven negotiation and objection-handling skills, particularly in renewal, retention, or partnership-focused deals
• Data-driven mindset with the ability to translate insights into clear, commercially sound recommendations
• Comfort collaborating closely with cross-functional partners and senior leadership throughout the deal lifecycle
• Ability to operate autonomously in fast-changing, ambiguous environments while maintaining high quality and rigour