About the Team

Top Restaurant Partnerships works with DoorDash partners across the United States to proactively acquire and retain top restaurant selection on our marketplace. Our Business Development team engages with leading small- to medium-sized restaurant operators both in person and virtually to help transition partners from off-platform to on-platform, or from multi-platform to exclusive with DoorDash. Our proposals span multiple business lines, including ads and promos, first-party offerings, and experimental initiatives. We are a dynamic and fast-evolving team, integrating new products and shaping the roadmap for future innovations.

About the Role

We’re looking for a Business Development Executive to help us acquire exclusivity with the highest-value restaurant partners in our managed SMB segment. In this role, you will lead strategic negotiations, craft value-based proposals, and foster long-term relationships with merchants that increase their profitability while enhancing DoorDash's marketplace leadership.

You’ll collaborate cross-functionally with teams including Account Management, US Local Markets, Local Marketing, Strategic Finance, Product, and Selection to develop scalable solutions and refine our exclusivity go-to-market strategy. Your insights and feedback will directly influence the evolution of our sales playbook and product development.

You're excited about this opportunity because... Lead strategic negotiations with top-tier restaurant operators to secure exclusive partnerships Develop and execute thoughtful launch plans to ensure successful transitions to our Account Management team Collaborate with Product, Strategic Finance, and Marketing to design scalable merchant growth solutions Leverage internal data and partner P&Ls to clearly articulate business value Work alongside Account Managers to co-develop proposals grounded in merchant success Demonstrate mastery of DoorDash's product suite and restaurant profitability drivers Shape a robust playbook for building complex, high-impact partnerships Travel to different markets (up to 20%) with flexible scheduling and remote work options We’re Excited About You Because You Have: 4–6+ years of experience in B2B sales, business development, or strategic partnerships A strong record of closing complex, high-value deals from end to end A consultative sales approach and the ability to align tailored solutions to partner needs Experience collaborating across cross-functional stakeholders to deliver integrated outcomes Strong financial and business acumen, including comfort working with P&Ls and ROI analysis Familiarity with the restaurant or food delivery industry (a plus) The ability to thrive in a fast-paced, high-growth environment with shifting priorities Exceptional communication, presentation, and negotiation skills Minimum Qualifications 4+ years of experience in sales, partnerships, or business development Proven track record of exceeding revenue or partnership growth targets Experience managing the full sales cycle from prospecting to close Proficiency in analyzing business data and developing financial models

Preferred Qualifications Experience in restaurant technology, food service, or marketplace platforms Understanding of restaurant unit economics and delivery service operations Demonstrated success in strategic deal-making and contract negotiation

Applications for this position are accepted on an ongoing basis

Notice to Applicants for Jobs Located in NYC or Remote Jobs Associated With Office in NYC Only

We use Covey as part of our hiring and/or promotional process for jobs in NYC and certain features may qualify it as an AEDT in NYC. As part of the hiring and/or promotion process, we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound from August 21, 2023, through December 21, 2023, and resumed using Covey Scout for Inbound again on June 29, 2024.

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