Manager, Ecosystem Partnerships & Business Development

Job description

About the Team Product Partnerships sits within the Enterprise Sales organization and is responsible for the strategic vision, acquisition, management, and growth of DoorDash’s partnerships with all the merchant, restaurant technology, and advertiser technology providers. Given the scale and complexity of our key partners, this team is a critical component of DoorDash’s growth and success in every market we operate in. You’ll leverage AI-powered insights, data-driven signals, and emerging tools to shape strategy, inform decision-making, identify opportunities, and drive growth across complex, enterprise-level engagements. By integrating AI and data-enabled analysis into day-to-day workflows, you’ll improve prioritization, execution, and business impact while partnering cross-functionally to translate evolving platform and AI capabilities into clear, tangible value for partners and the business. About the Role We are looking for a Manager, Ecosystem Partnerships & Initiatives, to shape how we identify, structure, and scale our most important partner relationships across our Digital Commerce Platform. This role sits at the intersection of strategy, go-to-market, deals, product, and business operations, and will be a key thought partner to the Enterprise and GM leadership teams. You will own the operating system for the partnerships org: defining partner categories and partnership strategy; building frameworks for when to partner, build, or buy; driving cross-functional alignment (Product, Sales, Finance, Legal, Ops); and ensuring our deals are structured for long-term value and operational success. You will also own and drive the rhythm of the business, bringing structure and rigor to the lean, high-impact product partnerships team. This is a high-visibility, high-ownership role suited for someone who is equally comfortable building models in Excel/Sheets, creating exec-ready narratives, and working shoulder-to-shoulder with partner managers to land and scale complex deals. You’re excited about this opportunity because you… • Excel at developing and executing a multi-year strategy and roadmap for our partner ecosystem across our Digital Commerce Platform (e.g., online ordering, loyalty, data and reporting, guest engagement, and other emerging products) • Thrive in Business Development / Partner Management roles, working through ecosystem design, sourcing, deal strategy, negotiation, contracting, and ongoing management • Are energized by turning a set of standalone products into a connected ecosystem, where partner integrations, distribution channels, and go-to-market motions reinforce each other instead of competing for the same restaurant • Care about how a product actually shows up for an independent restaurant and its guests, not just how the partnership reads on paper • Seek out opportunities to bring structure - be it in developing deal templates and guardrails (e.g., revenue share bands, MDF/marketing commitments, data-sharing rules, exclusivity / tiering structures) or driving internal deal review committees with cross-functional stakeholders (Product, Legal, Finance, Sales, Ops) to ensure alignment prior to signing We’re excited about you because… • You have 8+ years of experience in partnerships, business development, management consulting, platform strategy, S&O, or similar roles. Restaurant tech experience is even more valuable • You can take an ambiguous partner landscape, impose structure, and turn it into a clear portfolio strategy and execution plan. • You have a track record of sourcing, negotiating, and closing partnership agreements, and structuring commercial terms (revenue share, licensing, MDF, exclusivity) that hold up as the relationship scales • You can operate across a multi-product portfolio and know where partnerships create real leverage versus where they add complexity without payoff • You're comfortable being the connective tissue between Product, S&O, Legal, and Finance, driving alignment without needing authority to do it • You use data to make the case for where to invest — building pipeline views, ROI models, and partner scorecards that inform prioritization • You hold a bachelor’s degree; an MBA or other advanced degree is preferred. We expect this position to be filled by 9/21/26. • Experience leveraging data, AI-informed insights, and emerging AI tools to drive strategic decisions, enhance productivity, and improve outcomes in complex business environments. • Strong ability to interpret AI-generated insights, synthesize them into clear, actionable recommendations and executive-level narratives, and influence stakeholders. • Baseline fluency in AI concepts, with a willingness to continuously learn and adopt new technologies as AI capabilities become increasingly embedded in workflows, products, and customer interactions. 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