Manager, SMB Business Development - Retention

The posting, as DoorDash wrote it

About the Team

The SMB Business Development team is responsible for managing key partnership moments with our most strategic restaurant partners. Our team steps in at pivotal times—such as contract renewals, exclusivity negotiations, and high-impact strategic initiatives—to ensure long-term success before transitioning accounts back to the broader Account Management team. We collaborate cross-functionally with Product, Strategic Finance, Selection, US Local Markets, and Legal to drive retention, exclusivity, and deal efficiency at critical junctures.

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 busi

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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 Regarding Use of AI and Automated Tools: To streamline our hiring process, DoorDash utilizes an automated recruitment tool called Metaview.

How it works: Metaview assists our recruiting team by evaluating job related qualifications and characteristics in connection with hiring. The tool is designed and used to support - rather than replace - human decision-making; trained personnel make final decisions with meaningful human review and oversight, and DoorDash does not use Metaview or other AI-enabled tool in a manner that has the effect of subjecting applicants or employees to discrimination based on any protected characteristic or proxy or for engaging in any protected activity under applicable law.

Data Retention, Privacy & Bias Audit: Data collected during this process is retained in accordance with our Candidate Privacy Policy https://help.doordash.com/en-us/legal/article/ax-privacy-notice and applicable state laws. In compliance with New York City Local Law 144, the independent bias audit summary for Metaview is publicly available for review at https://trust.warden-ai.com/metaview/application-review .