Manager, SMB Business Development - Retention

DoorDash is a technology and logistics company that enables delivery and supports local economies. The Manager, SMB Business Development - Retention will lead strategic partnership moments, including renewals, exclusivity negotiations, retention initiatives, and high-value deals, while managing a team of four direct reports. The role also requires cross-functional collaboration, competitive strategy development, data-driven decision-making, and product adoption efforts.

Responsibilities:

• 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

Requirements:

• 6+ years of experience in restaurant partnerships, business development, or enterprise account management
• You have a proven track record of structuring and closing high-value deals at pivotal moments
• You have experience managing and developing a team of high performers
• You leverage data and analytics to inform decision-making and strategy
• You have experience working across multiple teams to drive business outcomes
• You have experience ideating, launching and seeing to fruition projects that drive impact
• 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