As Senior Director, Enterprise Commercialization - you will be responsible for crafting and executing a unified commercial strategy for our largest restaurant partnerships..

The Enterprise Commercialization Team at DoorDash is pivotal in crafting and executing a unified commercial strategy for our largest restaurant partnerships. We spearhead negotiations, refine go-to-market tactics, and directly engage with merchants to foster growth and address gaps in product-market fit. Given the scale and intricacy of our key partners, our team is essential to DoorDash’s expansion and growth in every market we serve.

As the Head of Enterprise Commercialization, you will lead high-stakes negotiations, strategic planning, and cross-functional alignment to enhance DoorDash's relationships with top enterprise merchants. This role requires a deep understanding of the competitive landscape, strong negotiation skills, and the ability to develop and implement strategies that drive growth and profitability.

We seek a highly entrepreneurial and strategic individual who enjoys rolling their sleeves and building. You will lead commercialization efforts that enhance DoorDash products and services and drive innovation in our go-to market.

You are a highly effective business development and operator capable of engaging in business-level and P&L-focused conversations with C-level executives at restaurants of all sizes. You are an analytical thinker who enjoys diving into financial models and mapping out the P&L implications of potential deal structures. You can lead a complex, multi-party partnership effort in a highly consultative manner.

Finally, you enjoy building stuff; you like to experiment with new ideas and new ways of working to further develop our internal processes in ways that we may not have explored before.

What you’ll do

• Lead: You will lead deal negotiation and manage partnerships with key strategic partners:
• Lead negotiations for top-tier restaurants.
• Develop and refine negotiation strategies to counter competitive offers and retain business without excessive economic concessions.
• Implement a holistic approach to deal structuring, considering overall economics to ensure mutual profitability.
• Own engagement with leading restaurant partners
• Conduct proactive industry conversations, educating merchants on DoorDash’s differentiating factors and growth acceleration strategies.
• Customize presentations to address specific concerns and opportunities for each merchant, ensuring tailored and impactful communication.
• Drive playbook development and cross-functional collaboration:
• Create and iterate on structured playbooks to retain top accounts and measure deal quality and impact on growth/profitability.
• Align with cross-functional teams to mitigate organizational concerns and ensure seamless execution of negotiation strategies.
• Conduct coaching and training:
• Educate Business Development (BD) teams on Drive negotiation best practices through formal training and informal coaching sessions.
• Resolve issues early within the Enterprise team to prevent escalations and maintain smooth operations.
• Mentor new hires on negotiation techniques and strategy implementation through hands-on involvement in major deals.
• Guide product marketing and content creation:
• Identify and address product marketing gaps by creating high-quality collateral that scales across the organization.
• Develop polished presentations and content to support sales efforts and enhance merchant understanding of DoorDash offerings.

About you

• Impact Driven -- You have a natural desire to make a huge impact on the business
• Detailed-Oriented -- You love digging into low levels of detail to extract insights
• Strategic -- You love to find the win-win and develop novel agreement structures to grow business with partners
• Gritty -- You roll up your sleeves and do whatever it takes to make things successful
• You solve problems from first principles. You’re excited to solve problems in innovative ways, and you resist “this is how it’s always been done” thinking
• You’re unafraid of ambiguity. Rapid change and learning is exciting to you, and you thrive in ambiguous, startup environments
• Multi-Disciplinary -- You are happy juggling many priorities concurrently

Qualifications

• 15 years of business development experience, preferably a mix of startup and larger enterprise experience
• Experience with C-level partnership negotiations
• Ability to lead analysis-driven negotiation processes
• Proven closing skills
• Deep comfort with marketplaces and logistics industries
• Advanced analytical and quantitative skills, including comfort with financial models
• Strong verbal and written communication skills
• Ability to operate in a highly ambiguous and fast-paced environment

Notice to Applicants for Jobs Located in NYC or Remote Jobs Associated With Office in NYC Only

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