Director of Platform Account Development, DoorDash

$162-257.6k

Salary is applicable to California, Colorado, New Jersey, New York and Washington based candidates only and is partially dependent on location. In addition to base salary, the compensation package for this role also includes opportunities for equity grants.

Expert level

Chicago

Denver

Los Angeles

New York

San Francisco Bay Area

Remote from US

Local food delivery platform

Job no longer available

Local food delivery platform

1001+ employees

B2CB2BMarketplaceFoodConsumer GoodsDeliveryeCommerce

Job no longer available

$162-257.6k

Expert level

Chicago

Denver

Los Angeles

New York

San Francisco Bay Area

Remote from US

1001+ employees

B2CB2BMarketplaceFoodConsumer GoodsDeliveryeCommerce

Company mission

To empower local economies by connecting food lovers with great local restaurants

Job

Company

Role

Who you are

You’re a high achieving sales leader. You have built and executed pipeline strategies. You know how to coach front line leaders and lean on your customer obsession to regularly meet with prospects, both to understand and resolve their pain points at an individual level and to create system-wide solutions
You’re accustomed to complex and multi-stakeholder environments. This will include Sales Operations for goals and tracking, Finance for deals, S&O for team strategy, goal accountability and product feedback to name a few. Importantly, you embody our one team one fight mentality in partnering with our Account Management team, who own the relationship with our restaurant partners
You are a great people leader. You are energized by building programs to develop and grow your people and their people, you take pride in making room at the table to improve low engagement teams, and you are accustomed to working with our people business partners to ensure we’re maximizing performance and engagement simultaneously
You find and lead 0 to 1 opportunities. We are constantly enhancing existing products and introducing new products to our suite of Platform services. We are looking for someone who loves to get to the lowest level of detail to find product-market fit and scale small businesses within large organizations
You look for the win win wins. The scale of our ambition is great and we look to our leaders to balance unbridled optimism in finding the wins for our customers, their team, DoorDash and truth-seeking challenger mindset to guide the team towards those wins

What the job involves

As the leader of Platform Account Development, you own the sales performance that is the main input to our SMB platform volume goals
You do this through hiring, developing, and performance managing great talent, building an inclusive and motivating work environment, and working with our S&O and Product partners to build the optimal customer experience
You will report to our Senior Director of SMB Restaurant Success on our SMB Post Sales team in our SMB Sales organization
Lead the GTM for a top company priority. DoorDash built our lead in restaurant selection through a cohesive and scaled sales effort. As more merchants join our Marketplace, our opportunity to grow our Platform business grows too. This role will lead the charge in new Platform adoption growth within our existing base of SMB restaurants
Build a high performing sales team. We are still early days in understanding and mapping how inputs translate to outputs. Our Platform AD lead will investigate our sales math, ringfence efforts to learn more and quickly about what the most effective sales tactics are at each stage of the funnel, and scale learnings and performance quickly through their ranks
Learn from the front to enhance our customers’ and employees’ experiences. While guiding across many functions, our leaders remain as customer obsessed as our front line sellers. Our Platform AD lead will leverage their own learnings from conversations with merchants as well as scaled learnings from their team to build better processes and programs that help make our merchants’ and peoples’ lives easier
Partner with our GMs and Product team to elevate our offering. To win the next tier of SMBs we must evolve our service. This role will harness their team’s conversations and technology to give voice to the customer with our General Management and Product teams
See around corners for the team. Whether planning for the next quarter, for the next year with new products, or for several years down with new organizations, this role will be responsible for shepherding our Platform Account Development team into the future

Our take

DoorDash was an early entrant into the last-mile restaurant delivery business, which is now crowded with the likes of Uber Eats, Postmates and GrubHub. They offer restaurants an end-to-end delivery platform, generating new business and access to a network of delivery drivers.

To differentiate itself in the market, DoorDash focused on areas with fewer competitors and found success in this untapped market. Other factors, such as the company's targeting of restaurants which many not typically offer a delivery service, also contribute to its profitability. The company made its stock market debut in 2020 with one of the biggest IPOs of the year.

However, in light of increasing discontent around DoorDash's commission structure from restaurants, competition remains fierce. The business recently responded by publishing a transparent fee structure, but the number of options open to restaurants means DoorDash must fight to keep its customers loyal. Despite this, by focusing on consumer retention, logistics and technology, the company is likely able to maintain its existing growth and revenue.

Freddie

Company Specialist at Welcome to the Jungle

Insights

Top investors

13% employee growth in 12 months

Glassdoor (3.7)

Company

Funding (last 2 of 10 rounds)

Jun 2020

$400m

SERIES H

Nov 2019

$100m

SERIES G

Total funding: $2.5bn

Company benefits

Company stock options
Work from home stipend
Unlimited paid time off policy
Work from home opportunities
Health insurance

Company HQ

Mid-Market, San Francisco, CA

Leadership

Tony Xu

(CEO)

Tony studied at UCB and worked as a Matrix Partners Associate while studying for an MBA at Stanford. He combined this experience to co-found DoorDash in January 2013, and has served as CEO since June 2013.

Stanley Tang

(CPO)

Previously studied Computer Science at Stanford, before working at Facebook as a Software Engineer.

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