Manager, SMB Business Development - Retention

<div class="content-intro"><p><img style="display: none; max-width: 100%;" src="https://click.appcast.io/greenhouse-te8/a31.png?ent=34&e=22630&t=1701374353806" width="1px"> <img style="display: none; max-width: 100%;" src="https://track.jobadx.com/v1/i.gif?utm_pixel=224e990b-8ff4-4287-8d5d-2ff09647f181&utm_ptz=EST&utm_rqt=track" alt="" width="1"></p></div><h2><strong>About the Team</strong></h2>

<p>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.</p>

<h2><strong>About the Role</strong></h2>

<p>As <strong>Manager, SMB Business Development - Retention</strong>, 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.</p>

<p>You will report to <strong>Blair Toll</strong>, Sr. Manager of Business Development, within the <strong>Rx Success</strong> organization.</p>

<h2><strong>You’re excited about this opportunity because you will…</strong></h2>

<ul>

<li data-local-id="f6f86d252200" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true"><strong data-prosemirror-content-type="mark" data-prosemirror-mark-name="strong">Own Key Partnership Moments</strong> – Drive successful engagement at critical phases such as renewals, exclusivity negotiations, and strategic initiatives before transitioning accounts back to Account Management.</li>

<li data-local-id="99a0cbdd0081" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true"><strong data-prosemirror-content-type="mark" data-prosemirror-mark-name="strong">Lead a High-Performing Team</strong> – Manage and develop four direct reports, fostering career growth and performance excellence.</li>

<li data-local-id="e732baaa0d21" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true"><strong data-prosemirror-content-type="mark" data-prosemirror-mark-name="strong">Drive Strategic Initiatives</strong> – Lead the Business Development marketplace retention strategy, including proactive renewals, upsells, churn mitigation, deal structuring, and performance optimization at crucial points in the relationship.</li>

<li data-local-id="5ed7e6d2c12a" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true"><strong data-prosemirror-content-type="mark" data-prosemirror-mark-name="strong">Execute Competitive Strategies</strong> – Develop and implement competitive strategies in response to evolving market dynamics and competitor moves.</li>

<li data-local-id="67b3c73f1982" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true"><strong data-prosemirror-content-type="mark" data-prosemirror-mark-name="strong">Work Cross-Functionally</strong> – 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.</li>

</ul>

<h2 data-local-id="a8745ef9d3fa" data-prosemirror-content-type="node" data-prosemirror-node-name="heading" data-prosemirror-node-block="true"><strong data-prosemirror-content-type="mark" data-prosemirror-mark-name="strong">We’re excited about you because…</strong></h2>

<ul>

<li data-local-id="a3ee99a327f0" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true"><strong data-prosemirror-content-type="mark" data-prosemirror-mark-name="strong">You have extensive experience in strategic account management</strong> – 6+ years of experience in restaurant partnerships, business development, or enterprise account management.</li>

<li data-local-id="52d28ab51537" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true"><strong data-prosemirror-content-type="mark" data-prosemirror-mark-name="strong">You are a strong negotiator</strong> – You have a proven track record of structuring and closing high-value deals at pivotal moments.</li>

<li data-local-id="9f07aec5f046" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true"><strong data-prosemirror-content-type="mark" data-prosemirror-mark-name="strong">You are a people leader</strong> – You have experience managing and developing a team of high performers.</li>

<li data-local-id="1936942423b6" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true"><strong data-prosemirror-content-type="mark" data-prosemirror-mark-name="strong">You are data-driven</strong> – You leverage data and analytics to inform decision-making and strategy.</li>

<li data-local-id="99800875bfa5" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true"><strong data-prosemirror-content-type="mark" data-prosemirror-mark-name="strong">You excel in cross-functional collaboration</strong> – You have experience working across multiple teams to drive business outcomes.</li>

<li data-local-id="4d242b04ebfa" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true"><strong data-prosemirror-content-type="mark" data-prosemirror-mark-name="strong">You are a creative problem solver who can build</strong> - You have experience ideating, launching and seeing to fruition projects that drive impact.</li>

</ul>

<h3 data-local-id="352bb000ad9d" data-prosemirror-content-type="node" data-prosemirror-node-name="heading" data-prosemirror-node-block="true"><strong data-prosemirror-content-type="mark" data-prosemirror-mark-name="strong">Bonus Points If…</strong></h3>

<ul>

<li data-local-id="9f5bc5a4449b" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true">You have post-sales experience.</li>

<li data-local-id="706ea250a6d8" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true">You have experience in a high-growth marketplace, delivery, or SaaS business.</li>

<li data-local-id="6493f8bb6642" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true">You have worked with major restaurant chains or QSR brands.</li>

<li data-local-id="cdd994b0b860" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true">You have a background in financial modeling or contract negotiations.</li>

</ul>

<p>We expect to fill this position by 11/14/2026.</p>

<p data-local-id="80c96b33712d" data-prosemirror-content-type="node" data-prosemirror-node-name="paragraph" data-prosemirror-node-block="true"> </p>

<p style="font-weight: 500;">Notice to Applicants for Jobs Located in NYC or Remote Jobs Associated With Office in NYC Only</p>

<p>We use 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 provide Covey with job requirements and candidate submitted applications. We began using <a href="https://getcovey.com/product/covey-scout-inbound">Covey Scout for Inbound</a> from August 21, 2023, through December 21, 2023, and resumed using <a href="https://getcovey.com/product/covey-scout-inbound">Covey Scout for Inbound</a> again on June 29, 2024.</p>

<p>The Covey tool has been reviewed by an independent auditor. Results of the audit may be viewed here: <a style="text-decoration: underline;" href="https://getcovey.com/nyc-local-law-144">Covey</a></p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p><span style="font-size: 32px;"><strong>Compensation<br></strong></span></p>

<p>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. </p>

<p>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.</p>

<p>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.</p>

<p>To learn more about our benefits, visit our careers page <a href="https://careers.doordash.com/">here</a>.</p>

<p>See below for paid ti