Manager, Sales Strategy & Operations

About the Team

Our sales and success teams are the heart and soul of DoorDash, helping us partner with top merchants (think restaurants, grocers, convenience stores, retailers) across the country to grow their revenue and help them operate even better. As DoorDash grows both in scale and scope of offering, the strength of our sales engine and organizational structure must grow with it.

About the role

We are looking for a Manager in Sales Strategy and Operations to be the strategic and operational partner to our SMB Business Development (BD) team as it expands its remit and increases restaurant coverage. You will own the operating foundation for BD’s merchant sales motion, including goal setting, pipeline management, lead allocation, and performance reporting.

In this role, you will make sure we are  Making efficient, data-driven decisions,

Building scalable operating systems for a growing sales motion,

Using and advocating for AI tooling, and

Centralizing the metrics that drive sales performance. You’ll work with our Sales, Selection, Operations, Product, Finance, and Analytics teams to build and scale that foundation, helping BD win new restaurant partners and grow those partnerships.

You’re excited about this opportunity because you will…

• Build from first principles.
• BD's sales motion is evolving to capture top restaurants in priority markets, and this role will design how it runs: goal structures, input and activity metrics, pipeline stages, and rules of engagement with adjacent sales teams. You'll question "this is how it's always been done" and build what the team needs next.

• Drive operational excellence.
• You'll set up and run reporting cadences, rigorous pipeline reviews, and productivity inspection with sales leaders, taking each one end to end from idea to execution and grounding decisions in data.

• Own lead strategy and GTM targeting.
• You’ll partner with our GM teams to point BD reps at the highest-value opportunities, with clear ownership across teams.

• Operate at 10,000 feet and 1 foot.
• One day you'll size goals and model capacity for a growing team. The next you'll be in diagnosing and improving data fidelity or tracing a pacing gap to its root cause.

• Look around corners with AI.
• You'll find where AI tooling can remove manual work from sales operations and reporting, then build and scale those solutions, helping the team become more efficient as it grows.

We’re excited about you because…

You have 6+ years of experience in sales strategy and operations, revenue operations, consulting, business development, analytics, or related fields, with a track record of leading initiatives and hitting goals

You have experience standing up or scaling sales operating systems, such as goaling and compensation inputs, pipeline management, territory or lead allocation, and CRM workflows (Salesforce or similar)

You are highly proficient in SQL and comfortable working independently with large, complex data sets, and you are skilled at modeling in Excel / Google Sheets and building dashboards in visualization tools (e.g. Sigma, Tableau)

You are fluent with AI tools (e.g. LLMs, AI-assisted coding and automation) and have used them to automate workflows, speed up analysis, or improve data quality, with the judgment to validate outputs carefully

You are a strong business thinker who lets data win arguments and can tell a clear story behind the numbers to audiences from frontline managers to senior leaders

You have strong cross-functional, project management, and communication skills, and you can align multiple stakeholders around a shared plan

You are an owner with a strong bias for action, comfortable with ambiguity, and willing to roll up your sleeves and flex up or down as needed

You have a Bachelor's degree or higher

Why You'll Love Working at DoorDash…

We are leaders

• Leadership is not limited to our management team. It's something everyone at DoorDash embraces and embodies.

We are operators

• We believe the only way to predict the future is to build it. Creating solutions to lead our company and our industry is what we do on every project, every day.

We are learners

• Everyone here is continually learning on the job, no matter if we've been in a role for one year or one minute. We are committed to learning and implementing what is best for our customers, merchants, and dashers.

We are one team

• The magic of DoorDash is our people, together making our inspiring goals attainable and driving us to greater heights.

• We expect this position to be filled by 01/13/27
• Compensation

The successful candidate’s starting pay will fall within the pay range listed below and is determined based on job-related factors including, but not limited to, skills, experience, qualifications, work location, and market conditions. Base salary is localized according to an employee’s work location. Ranges are market-dependent and may be modified in the future.

In addition to base salary, the compensation for this role includes opportunities for equity grants. 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
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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.
• $125,800
• —
• $185,000 USD
• 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 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
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