About this role.
DoorDash is seeking a Business Development Lead for Digital Ordering to negotiate partnerships with large restaurant chains. The role focuses on driving adoption of DoorDash's first-party digital ordering product suite. The ideal candidate has 7+ years of B2B SaaS sales experience and a track record of C-level negotiations. You will work cross-functionally with finance, legal, and account management teams to close deals. This fast-paced role offers a competitive salary and the opportunity to shape the future of digital ordering.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
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Core skills
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Cover letter sample
Dear Hiring Manager,
I am excited to apply for the Business Development Lead - Digital Ordering Specialist position at DoorDash. With over 7 years of B2B SaaS sales experience and a proven track record of negotiating complex agreements with C-level executives, I am confident in my ability to drive growth for DoorDash's first-party digital ordering products. My expertise in pipeline management and cross-functional collaboration aligns perfectly with the requirements of this role. I look forward to contributing to DoorDash's mission of empowering local economies.
Sincerely, [Your Name]
Sample interview questions
I start by understanding the client's key priorities and constraints, then align our value proposition to address them. I prepare by reviewing all deal terms and building internal consensus. During negotiations, I focus on mutual gains and use data to justify positions, while knowing when to compromise to keep the deal moving. I also ensure legal and finance teams are involved early to avoid surprises.
In my previous role, I was tasked with increasing adoption of a new SaaS product among existing clients. I developed a targeted outreach strategy, created compelling collateral, and personally conducted demos for top-tier accounts. By the end of the quarter, I exceeded my quota by 30%, generating $2M in new recurring revenue.
I use a CRM to track all stages and set weekly priorities based on deal value and close probability. I regularly review pipeline with my manager and adjust tactics as needed. I also invest time in prospecting to ensure a steady flow of new opportunities, balancing short-term closes with long-term pipeline health.
I prepare by researching the executive's business challenges and strategic goals. I frame our solution in terms of ROI and competitive advantage, using data and case studies. I maintain confidence and listen actively to address their concerns. Building rapport and being concise are key to gaining their trust.
I regularly read industry publications like TechCrunch and attend webinars. I also network with peers and participate in internal knowledge-sharing sessions. For this role, I would specifically follow trends in restaurant technology and digital ordering to provide insights to merchants.
About the Team
Our Enterprise Business Development team is a group of experienced and dedicated professionals who are passionate about driving growth for DoorDash and for our Restaurant Merchants. We work closely with our Account Management and other cross-functional teams to identify and pursue new business opportunities and negotiate the commercial partnership terms with our existing enterprise restaurant partners. Our team is results-oriented and focused on driving both profits and product adoption, while providing exceptional service to our clients. We value innovation and strategic thinking, and naturally gravitate towards using data and insights to build consensus and influence client decisions.
About the Role
As a Business Development Lead – Digital Ordering Specialist for DoorDash, you will lead negotiations with the company’s largest global restaurant partners with a focus on our first-party digital ecosystem. You will be responsible for bringing our Digital Ordering product to market. Digital Ordering is a comprehensive, white labeled product suite for our merchant partners that drives growth on their first-party channels. You will collaborate with the first party Commerce Platform, Account Management, Commercialization, Finance, and Legal teams to determine pitch strategies and run deals to deliver on our growth and product adoption goals. You exhibit strong communication, presentation, and negotiation skills, and are able to participate in business-level and revenue-focused conversations with C-level executives at publicly traded companies. You will report into a Senior Manager, Enterprise Partnerships on our Enterprise Partnerships team in our Enterprise Sales organization.
You’re excited about this opportunity because you will…
- Identify, pursue, and close new first-party Digital Ordering opportunities with existing enterprise-level restaurant merchants.
- Lead negotiations across DoorDash’s Digital Ordering product suite (white label digital channel development and fulfillment), that have a significant impact on the company’s bottom line.
- Understand SaaS-style buyer personas, complex tech ecosystems, and how to navigate both.
- Develop and manage a pipeline of opportunities, and accurately forecast both revenue growth and product adoption.
- Reach and exceed individual quota while contributing to overall team and business goals.
- Exhibit executive presence and confidence in representing DoorDash to C-suite executives.
- Partner closely with cross-functional teams (finance, legal, GMs, technical teams, account management) to ensure successful execution of all aspects of the sales process.
- Serve as an industry thought leader in first-party delivery in order to drive merchant success leveraging DoorDash’s ongoing product and technology developments; continuously stay up-to-date on industry trends and competitors’ activities.
We’re excited about you because…
- You have 7+ years of successful B2B sales (SaaS preferred) and/or business development experience with a proven track record of achieving or exceeding set targets.
- You have experience working with commercial agreements, including structuring and negotiating agreements outside of standard sales contracts and terms of service.
- You have experience with C-level negotiations and demonstrate an ability to not only think strategically, but also execute effectively to meet business objectives.
- You are collaborative and work effectively in a team environment, balancing the needs of cross-functional teams and external stakeholders.
- You have strong communication, presentation, and negotiation skills.
- You enjoy operating in an ambiguous and fast-paced environment.
We expect this position to be filled by 8/25/2026.
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).
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 by enabling door-to-door delivery, and we are looking for team members who can help us go from a company that is known as the place you order 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.
Notice to Applicants for Jobs Located in NYC or Remote Jobs Associated With Office in NYC Only
We used 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 provided Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound from August 21, 2023, through December 21, 2023. We resumed using Covey Scout for Inbound again on June 29, 2024, and ceased using Covey Scout for Inbound on April 30, 2026.
The Covey tool has been reviewed by an independent auditor. Results of the audit may be viewed here: https://getcovey.com/nyc-local-law-144.
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