[Hiring] Manager, SMB Business Development - Retention @DoorDash USA

Role Description

As Manager, SMB Business Development - Retention, you will lead our efforts to drive success in key partnership moments, ensuring that our most valuable restaurant partners maximize their potential on our platform. You will own strategic interventions that drive retention and exclusivity, execute high-stakes deal strategies, and enhance product adoption during pivotal phases of the restaurant partnership lifecycle. Additionally, you will lead a team of four direct reports, focusing on their growth and effectiveness in executing high-impact partnership engagements. This role requires a strategic mindset, strong negotiation skills, and cross-functional collaboration.

You will report to Blair Toll, Sr. Manager of Business Development, within the Rx Success organization.

• Own Key Partnership Moments – Drive successful engagement at critical phases such as renewals, exclusivity negotiations, and strategic initiatives before transitioning accounts back to Account Management.
• Lead a High-Performing Team – Manage and develop four direct reports, fostering career growth and performance excellence.
• Drive Strategic Initiatives – Lead the Business Development marketplace retention strategy, including proactive renewals, upsells, churn mitigation, deal structuring, and performance optimization at crucial points in the relationship.
• Execute Competitive Strategies – Develop and implement competitive strategies in response to evolving market dynamics and competitor moves.
• Work Cross-Functionally – Partner closely with Account Management, Account Development, Strategic Finance, Selection, US Local Markets, and Legal teams to optimize retention and enhance partner value during key moments.

Qualifications

• 6+ years of experience in restaurant partnerships, business development, or enterprise account management.
• Proven track record of structuring and closing high-value deals at pivotal moments.
• Experience managing and developing a team of high performers.
• Leverage data and analytics to inform decision-making and strategy.
• Experience working across multiple teams to drive business outcomes.
• Experience ideating, launching and seeing to fruition projects that drive impact.

Requirements

• Bonus Points If you have post-sales experience.
• Experience in a high-growth marketplace, delivery, or SaaS business.
• Worked with major restaurant chains or QSR brands.
• Background in financial modeling or contract negotiations.

Benefits

• Comprehensive benefits package including a 401(k) plan with employer matching.
• 16 weeks of paid parental leave.
• Wellness benefits and commuter benefits match.
• Paid time off and paid sick leave in compliance with applicable laws.
• Medical, dental, and vision benefits.
• 11 paid holidays, disability and basic life insurance.
• Family-forming assistance and a mental health program.