About the Role

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

• 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.

We're excited about you because...

• You have extensive experience in strategic account management - 6+ years of experience in restaurant partnerships, business development, or enterprise account management.
• You are a strong negotiator - You have a proven track record of structuring and closing high-value deals at pivotal moments.
• You are a people leader - You have experience managing and developing a team of high performers.
• You are data-driven - You leverage data and analytics to inform decision-making and strategy.
• You excel in cross-functional collaboration - You have experience working across multiple teams to drive business outcomes.
• You are a creative problem solver who can build - You have experience ideating, launching and seeing to fruition projects that drive impact.

Bonus Points If...

• You have post-sales experience.
• You have experience in a high-growth marketplace, delivery, or SaaS business.
• You have worked with major restaurant chains or QSR brands.
• You have a background in financial modeling or contract negotiations.

We expect to fill this position by 11/14/2026.

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. 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 to all regular employees, which includes a 401(k) plan with employer matching, 16 weeks of paid parental leave, wellness benefits, commuter benefits match, paid time off and paid sick leave in compliance with applicable laws (e.g. Colorado Healthy Families and Workplaces Act). DoorDash also offers medical, dental, and vision benefits, 11 paid holidays, disability and basic life insurance, family-forming assistance, and a mental health program, among others.

To learn more about our benefits, visit our careers page here.

See below for paid time off details:

• For salaried roles: flexible paid time off/vacation, plus 80 hours of paid sick time per year.
• For hourly roles: vacation accrued at about 1 hour for every 25.97 hours worked (e.g. about 6.7 hours/month if working 40 hours/week; about 3.4 hours/month if working 20 hours/week), and paid sick time accrued at 1 hour for every 30 hours worked (e.g. about 5.8 hours/month if working 40 hours/week; about 2.9 hours/month if working 20 hours/week).

The national base pay range for this position within the United States, including Illinois and Colorado.

$144,160-$212,000 USD

The total on-target earnings (base + commissions) for this position within the United States, including Illinois and Colorado.

$180,200-$265,000 USD