Senior Strategic Partner Manager - SMB New Verticals Partnerships

About the Team

The SMB New Verticals Channel Partnerships team manages Door Dash’s strategic POS and integration partner ecosystem across emerging business lines, including Alcohol, Convenience, Retail, and future New Verticals categories.

The team sits at the intersection of partner management, sales, product, operations, technical integrations, and merchant success.

This team is responsible for growing Door Dash’s integrated merchant footprint across SMB New Verticals by building strong provider partnerships that align partner and Door Dash roadmaps and unlock scalable merchant growth.

About the Role

As a Senior Strategic Partner Manager, you will own the full lifecycle of a portfolio of strategic POS and middleware integration partners.

You will act as the business owner for your partners, driving partner strategy, launch readiness, operational quality, growth, and executive alignment.

You will manage 4-6 high-priority integration / channel partners and work closely with Sales, Implementation, Integration Onboarding, TAM, Product, Product Partnerships, Catalog, and GM teams.

You will lead partner meetings, build quarterly plans, diagnose performance issues, manage escalations, and turn ambiguous partner problems into clear action plans.

This role is ideal for someone who can operate in a fast-moving, highly cross-functional environment, use data to identify risks and opportunities, and build trust with external partners while holding teams accountable internally.

You will report to a leader on the SMB New Verticals Channel Partnerships team. This role is remote, with travel as needed for partner meetings, QBRs, team offsites, and training.

• You’ll be excited about this opportunity because you will…
• Own the strategy and operating rhythm for a portfolio of strategic integration / ecommerce partners across SMB New Verticals.
• Lead recurring partner meetings, QBRs, executive check-ins, and cross-functional reviews.
• Build quarterly partner plans and OKRs tied to GOV growth, active store count, cancellation rate, catalog quality, onboarding performance, and SSIO adoption.
• Diagnose partner performance issues using data, partner feedback, merchant escalations, and internal dashboards.
• Own pilot-to-GA readiness for new integrations, including success criteria, launch playbooks, enablement, support paths, and risk mitigation.
• Shape product roadmap and go-to-market strategies based on merchant feedback
• Serve as the liaison between our partners and Door Dash leadership, product, legal, operations, and logistics teams
• Help partners expand across verticals such as Alcohol, Convenience, Retail, and emerging categories.
• Develop scalable playbooks, decision trees, one-pagers, and training materials for internal teams.
• Build trust with external partners by setting clear expectations, communicating transparently, and following through.
• We’re excited about you because…
• Must Have
• 6+ years of experience in partnerships, business development, account management, strategic customer success, project management, or a related external-facing role.
• Experience managing complex, multi-stakeholder partnerships or customer relationships.
• Strong cross‑functional leadership skills, with the ability to influence teams you do not directly manage.
• Experience building partner plans, QBRs, business reviews, or structured account strategies.
• Strong analytical skills and comfort using data to identify risks, size impact, and recommend actions.
• Ability to operate in ambiguity, create structure, and move work forward without constant direction.
• Strong written and verbal communication skills, including comfort leading partner conversations and internal executive updates.
• Track record of managing multiple priorities, workstreams, and stakeholders at the same time.
• Bachelor’s degree or equivalent practical experience.
• Nice To Have
• Experience with technology, Saa S, marketplace, retail, POS, or API-based partnerships.
• Experience working with strategy, consulting, product, engineering, technical account management, or operations teams.
• Experience in a high‑growth or early‑stage business where processes are still being built.
• Experience with Salesforce, Sigma, Tableau, SQL, Google Sheets, or similar CRM and BI tools.
• Experience building business cases, partner scorecards, roadmaps, or performance dashboards.
• Experience with commercial structures, co‑marketing, referrals, or partner incentives.
• Experience working within Alcohol, Convenience, Retail, or Grocery spaces.

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.

Benefits

Door Dash offers a comprehensive benefits package to all regular employees, including 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, medical, dental and vision coverage, 11 paid holidays, disability and basic life insurance, family‑forming assistance, and a mental health program.

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); paid sick time accrued at 1 hour for every 30 hours worked (e. g., about 5.8 hours/month if working 40 hours/week).

Compensation Range

National base pay range for this position within the United States, including Illinois and Colorado: $114,880—$168,960 USD.

Total on‑target earnings (base + commissions) for this position within the United States, including Illinois and Colorado: $143,600—$211,200 USD.

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 Door Dash.

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.

If you need any accommodations, please inform your recruiting contact upon initial connection.

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