Account Executive, SMB

About the Role and Team

The Restaurant Acquisition team drives DoorDash's expansion throughout Australia by securing new small and medium business (SMB) restaurant partners. This role entails identifying, pitching, and signing local dining establishments to enrich platform offerings and market presence.

As an Account Executive, you will manage the entire sales process from prospecting potential clients to closing deals, ensuring a strong pipeline of quality merchant partners that support marketplace growth. Collaborating across departments including Marketing, Operations, Customer Success, and Strategy, you will utilize market intelligence to strategically win over prospects in your assigned region.

This position requires extensive fieldwork with regional and interstate travel, including overnight stays and occasional week-long trips. Candidates must possess a valid full driver’s license and be comfortable with travel demands that vary according to business priorities and market conditions.

Key Responsibilities

• Proactively find and secure new SMB restaurant partners, ranging from well-known local favorites to emerging venues.
• Take ownership of your designated territory by crafting and implementing strategic acquisition plans targeting high-value prospects and addressing market selection gaps.
• Employ data-driven insights, competitive analysis, and platform metrics to craft persuasive sales presentations and prioritize outreach efforts.
• Effectively handle objections and negotiate deals that demonstrate clear partner value and promote long-term success.
• Work closely with Marketing, Operations, and Post-Sales teams to ensure smooth merchant onboarding and swift initial orders.
• Maintain expertise in local market trends, competitor activities, and merchant feedback to refine sales tactics and inform company strategy.
• Foster team success by sharing effective strategies, improving pipeline management, and supporting colleagues.

Ideal Candidate Profile

• Minimum of 4 years' experience in B2B sales, business development, or acquiring new business clients.
• Demonstrated success in consistently achieving or surpassing sales goals and closing new business contracts.
• Expertise in prospecting and managing sales pipelines with a driven, hunter-type sales approach.
• Strong commercial insight with the capability to develop compelling value propositions and negotiate skillfully.
• Exceptional communication skills, capable of persuading via phone, email, and face-to-face meetings.
• Ability to thrive in fast-paced, high-growth environments with adaptability and a solution-oriented mindset.
• Team-oriented personality, dedicated to collaboration and supporting peer success.
• Possession of a valid full driver’s license is mandatory due to travel requirements.

Company Overview

DoorDash is a technology and logistics company originally focused on door-to-door food delivery but expanding to a broader range of goods. The company emphasizes rapid innovation, learning, and empathy for users including delivery personnel, merchants, and consumers. DoorDash offers a dynamic work environment with comprehensive benefits aimed at employee well-being and growth.

Diversity and Inclusion Commitment

DoorDash values creating and nurturing an inclusive workforce with diverse backgrounds and perspectives to foster true innovation. The company provides equal opportunity and encourages applicants to request accommodations if needed during the recruitment process.