Senior Manager, Strategic Restaurant Partnerships
DoorDash USA
Posted about 4 hours ago
About the Team
The In-Store Global Partnerships team drives high-impact strategic relationships that unlock growth, innovation, and long-term enterprise value within the hospitality sector. We manage and scale partnerships across elite restaurant groups and high-value merchant portfolios, as well as financial institutions, enterprise platforms, and API ecosystems, working cross-functionally with Product, Engineering, Legal, Finance, Sales, and Operations to bring these complex integrations to life.
As our partnerships portfolio evolves, we are investing in senior leadership to architect our go-to-market strategy and oversee the financial frameworks that power our most prestigious acquisitions. This team operates at the intersection of commercial strategy and rigorous execution - balancing high-touch merchant relationships with the operational excellence required to scale city-level growth.
About the Role
As a Strategic Restaurant Partnerships Lead, you will be the commercial architect and strategic engine driving our In-Store go-to-market strategy for high-value restaurant groups and NAM strategic integrated partners. Beyond the initial acquisition, you will be responsible for the ongoing cultivation and long-term health of these partnerships, serving as the dedicated executive point of contact for elite restaurant groups and integrated partners.
You will own the "Aces & Kings" portfolio and strategy, managing the financial modeling, capital allocation, and merchant strategy necessary to scale and sustain our most prestigious relationships. By ensuring our In-Store value proposition is consistently delivered with precision and impact, you will transform high-value accounts into enduring, strategic partners.
You will drive top-tier restaurant acquisitions (e.g., MFG, Darden, Hogsalt), as well as build the "rules of the road" for our internal processes, overseeing the Deal Desk and exclusivity frameworks. In addition to this, you will own and lead a small portfolio of strategic NAM based partnerships (e.g. Dorsia) that are functional to support the go-to-market restaurant strategy.
You will serve as the executive point of contact for senior stakeholders, drive commercial performance and ensure strong cross-functional execution.
This is a highly visible leadership role reporting to the Head of Global Partnerships, requiring a blend of elite sales execution, rigorous financial oversight and cross-functional diplomacy to achieve city-level TAM goals.
You’re excited about this opportunity because you will…
- Aces & Kings GTM Ownership.
- Take full ownership of the Aces & Kings go-to-market strategy for the In-Store business. You will ensure all GTM activities are perfectly aligned with annual objectives and provide regular, high-level progress reporting to leadership.
- Merchant Strategy & Sales Execution.
- Partner closely with the Sales organization to curate and manage the merchant target list. You will lead high-stakes meetings with senior stakeholders to articulate the In-Store value proposition and secure commitments from "Whale" accounts.
- Own Commercial Outcomes:
- Manage the P&L of your partner portfolio. You’ll be responsible for hitting revenue targets and referral KPIs with NAM based partners, ensuring these partnerships drive value for our merchant ecosystem.
- Value Framing & "Give-Get" Logic.
- Own the strategic framing of merchant benefits and the "give-get" exchange for each partnership. You will define the value we provide to top-tier restaurants and the specific commitments we require in return to ensure mutually beneficial, high-performing deals.
- Financial Strategy & Allocation.
- In partnerships with the Strategy & Operations, Finance and Rev Ops teams, manage the Aces & Kings budget and create complex financial models to allocate funding for strategic acquisitions. You will lead incremental funding requests and develop principle-based growth strategies to ensure sustainable ROI.
- Commercial Governance & Deal Desk.
- Create and implement frameworks to govern internal processes, including financial allocation principles and contracting rules. You will lead the Deal Desk for high-incentive agreements (>$200k) and oversee FaceCard Change Approval workflows.
- Market Growth & TAM Optimization.
- Work closely with Strategy & Operations (S&O) to track budget utilization and sales success, ensuring city-level TAM goals are met for DDRM launches an In-Store expansion.
- Exclusivity & Contractual Logic.
- Design and implement exclusivity frameworks (e.g., full vs.public exclusivity on platforms like Dorsia or Atlas). You will track contractual commitments and table holds to ensure our supply remains a competitive differentiator.
- Cross-Functional Integrity.
- Partner with RevOps, Legal, and Product to ensure all contractual language matches DDRM and In-Store intent, protecting the business while enabling rapid execution.
We’re excited about you because…
- You are a Strategic Operator. You have 8+ years of experience in business development or strategic partnerships, specifically managing complex enterprise relationships andGTM strategies.
- You are a Quantitative Strategist. You have extensive experience building financial models and managing significant budgets to drive aggressive acquisition goals.
- You have an "Executive Presence." You are comfortable leading meetings with senior executives at groups like MFG or Hogsalt and can communicate complex value props with ease.
- You are an Operational Architect. You enjoy building frameworks, Deal Desks, and approval workflows from the ground up to bring order to high-growth environments.
- You are an Influential Collaborator. You can align Sales, Legal and Finance teams toward a common goal, influencing without direct authority to move deals across the finish line.
- You are Comfortable with Ambiguity. You can operate independently in high-impact situations, translating annual objectives into actionable daily execution.
- You hold a Bachelor’s degree. An advanced degree in Finance or Business is a plus.
Compensation
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.
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.
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.
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).
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.
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