Director, Strategy & Operations, Sales Lab

at DoorDash

Location

San Francisco, CA; Seattle, WA; New York, NY; Miami, FL; Los Angeles, CA; Denver, CO

Compensation

$197k–$290k USD

Type

full time

Posted

5 days ago

Remote

Yes

Market range · company + function + seniority

$160k—$185k—$213k

p25 · target · p75 · n=21

Posted $290k · well above market

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Job description

About the Team

The Sales Lab org incubates DoorDash’s highest priority bets. The team manages a portfolio of bets, from early proof-of-concept discovery, to finding product-market-fit with MVPs, to building the go-to market plan for full-scale launch. We work across all verticals and Merchant segments.

About the Role

We’re looking for a Director, Sales Lab, who will lead a team of 20+ merchant-facing reps, testing pitches, pricing models, and features, documenting learnings to provide data-backed recommendations on strategy, product, and pricing. You will create playbooks for scaled launches and go-to-market readiness, outlining tests, iterations, and future recommendations.

You’ll set the vision for how the team operates and be responsible for their performance, including coaching and developing on sales skills, driving high productivity and insights, and implementing new sales tooling.

You’ll partner with General Managers to define product-market-fit across a variety of verticals and target customer profiles. You’ll guide them through the discovery, testing, and scaling process to land these new bets into full-fledged products that drive merchant adoption, growth, and profitability.

This role will report to the Senior Director of Merchant Strategy and GTM. We expect this role to be flexible, with some time remote, some time in office, and some time traveling in the field to visit Merchants to conduct Merchant discovery, sell, onboard, troubleshoot etc.

You’re Excited About This Opportunity Because You Will:

Lead Strategic Growth Bets to Scale: You will be at the forefront of DoorDash's innovation and big bets, helping to shepherd our GM and Sales orgs find product-market-fit for our next $1B business
Be the Voice of the Merchant: You will bring our merchants new products and uncover unique Merchant needs, honing in on the right merchant profile for each product
Influence the DoorDash Ecosystem: You will work highly cross-functionally with Product, Strategy & Operations, and Sales teams, ensuring our product feedback loop is seamless
Drive Sales Excellence: You will own the performance and productivity for a 20+ organization, using both quantitative and qualitative data to inform strategy
Build the playbook for how we sell at DoorDash: You will drive the sales strategy for how we go to market with new and existing products as part of a holistic suite, testing new GTM motions (bundling, packages, sequencing)

We’re Excited About You Because You Have:

Track record of impact – you’ve been in the trenches and have a proven track record of driving significant, company-wide impact.
Bias to action and agility – you move quickly and thrive in a fast-paced environment. No job is beneath you and you lead from the front.
“Breakthrough walls” mentality – you are constantly pushing the envelope of what is possible and can figure out a way to make almost anything happen. You’re a playmaker.
Clarity of thought – you can articulate a clear vision to cross-functional partners.
Skilled executive management and communication, especially at managing up and across DoorDash and going toe to toe with our most senior leaders.
Strong leadership and maturity to build (attract, hire, retain) and scale a world-class organization.
Proven ability to create clarity and focus in complex and ambiguous problem spaces; prioritization and pragmatism.
Demonstrated experience in building the team necessary to fulfill the strategy. Proactively involved in recruiting, mentoring, and developing team members.
10+ years of relevant management experience

We expect this position to be filled by 7/3/2026.

Compensation

The successful candidate’s starting pay will fall within the pay range listed below and is determined based on job-related factors including, but not limited to, skills, experience, qualifications, work location, and market conditions. Base salary is localized according to an employee’s work location. Ranges are market-dependent and may be modified in the future.

In addition to base salary, the compensation for this role includes opportunities for equity grants. 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).

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

$197,200—$290,000 USD

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.

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

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