Director, SMB Account Management – New Verticals

About the Team

New Verticals is how DoorDash brings its mission to empower local economies to life beyond restaurants: connecting every local merchant to every local consumer.

The mission is to empower local economies by bringing the businesses in our communities online and helping them compete in a digital-first world. Across Convenience, Grocery, Alcohol, Retail, and emerging categories, we are connecting local merchants to local consumers, enabling everyday purchases through a single, trusted platform.

But acquisition is only the beginning. Success in these categories depends on helping merchants grow and perform once they are on the platform. The SMB Account Management team owns that responsibility. We serve as strategic growth partners to our merchants, helping them digitize inventory, optimize their storefronts, adopt new products, and unlock incremental revenue. We also surface insights back to the business to shape how our products and go-to-market strategies evolve.

About the Role

As the Director of SMB Account Management for New Verticals, you will lead our Implementation and Account Management teams across SMB and select Mid-Market merchants.

• You will own both performance and sales org design, driving retention and growth outcomes while designing and refining the operating model that enables scale.
• Unlike more mature parts of the business, many of our systems, segmentation models, and processes are still evolving. You will create clarity, structure, and accountability in an environment where not everything is fully built.

Lead Through Ambiguity

• Translate high-level strategy into actionable team plans.
• Navigate evolving product capabilities and shifting priorities.
• Provide clarity and direction in environments where inputs may be imperfect.
• Make pragmatic decisions without waiting for perfect information.

Drive Merchant Growth & Performance

• Own and deliver against quarterly and annual performance targets including retention rate, gross order volume growth, product adoption, and incremental revenue across the SMB portfolio.
• Own retention, engagement, revenue growth, and product adoption across SMB merchants.
• Develop repeatable motions for activation, upsell, cross-sell, and new product rollout.
• Surface voice-of-merchant insights to inform product and go-to-market improvements.

Be a Cross-Functional Connector

• Influence across Merchant Strategy, Sales Ops, Product, Finance, Engineering, Support, HR, and Recruiting.
• Close the distance between frontline teams and central functions.
• Build strong internal networks to unblock constraints and accelerate progress.
• Operate effectively in a matrixed organization without relying on formal authority.

Lead & Develop Leaders

• Hire, coach, and develop high-performing managers and frontline teams.
• Build a culture of ownership, resilience, and accountability.
• Raise the bar on performance while maintaining strong team engagement.
• Contribute to broader SMB Sales leadership initiatives.

About You

• You’re a builder at heart. You create structure where it doesn’t exist and improve what’s already in motion.
• You’re comfortable with ambiguity. Ambitious goals and evolving infrastructure energize you.
• You’re detail-oriented but not a perfectionist. You know when precision matters and when speed wins.
• You can see around corners. You anticipate downstream impacts and manage complex interdependencies.
• You are DoorDash-first. You embody “one team, one fight” and operate with ownership and optimism.
• You’re an empathetic leader. You deliver results while building inclusive, high-performing teams.

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.

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).

We also offer 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).

The national base pay range for this position within the United States, including Illinois and Colorado.

$182,160 - $267,840 USD

The total on-target earnings (base + commissions) for this position within the United States, including Illinois and Colorado.

$227,700 - $334,800 USD