Manager Strategic Sales, Labs

Manager Strategic Sales, Labs

DoorDash Labs is accelerating the future of autonomous delivery across robots, autonomous vehicles, and drones. Our team develops and deploys cutting-edge technology that enables DoorDash to deliver faster, safer, and more efficiently—at scale. From partnering with world-class autonomy companies to building new operational models, we are shaping how automation enhances last-mile logistics for merchants, Dashers, and consumers.

Success in autonomy depends not only on technology, but on deep collaboration with our largest enterprise partners. The Sales Lead for DoorDash Labs will be at the center of this transformation—crafting our commercial strategy, educating the field, enabling cross-functional teams, and driving revenue and adoption across our robot, AV, and drone products.

About the Role

DoorDash is seeking a Manager of Strategic Sales for Labs to own the end-to-end sales motion for all autonomous delivery initiatives. In this highly cross-functional role, you will shape the go-to-market strategy, develop sales collateral and training for the full DoorDash organization, and engage directly with our largest enterprise restaurant and merchant partners to sell, launch, and grow autonomy programs.

You will serve as the commercial face of DoorDash's autonomy efforts—leading partner conversations, structuring deals, crafting narratives, building playbooks, and ensuring successful deployments that scale. This role is ideal for someone with deep experience in enterprise restaurant sales, a passion for emerging technology, and the ability to operate strategically while executing hands-on.

This is a rare opportunity to define the commercialization strategy for DoorDash's autonomy roadmap and partner with some of the world's most influential brands to bring automated delivery to life.

You're Excited About This Opportunity Because You Will…

Own:

• End-to-end sales motion for all autonomy programs (robot, autonomous vehicle, drone).
• Go-to-market strategy covering value proposition, pricing, segmentation, and partner targeting.
• Enterprise partner engagement from initial pitch to contract negotiation, deployment, and ongoing expansion.
• Development of sales collateral (decks, 1-pagers, case studies, ROI models) for internal and external audiences.
• Creation of sales training, enablement, and processes for the full DoorDash Sales, BD, and Merchant teams.

Build:

• Scalable playbooks for selling, deploying, and expanding autonomous delivery with enterprise merchants.
• Standardized materials and systems to educate and enable hundreds of DoorDash sellers across all verticals. Partner solutions that integrate operational workflows, market selection, commercial structures, and launch plans.
• Internal knowledge hubs, messaging frameworks, and cross-functional coordination processes.

Lead:

• Direct conversations with C-suite and VP-level contacts at top restaurant and retail brands.
• Long-term commercial strategies for autonomy adoption across our largest enterprise partners.
• Cross-functional workstreams with Product, Operations, Strategy & Analytics, Finance, Legal, and the Labs leadership team.
• Launch and scalability efforts across markets—ensuring partners see clear ROI and expanded value over time.
• Feedback loops that influence product roadmaps, operational processes, and autonomy partner integrations.

We're Excited About You Because…

• You have 7+ years of experience in enterprise sales, partner management, or strategic go-to-market roles, ideally in restaurant, retail, logistics, hardware, or emerging technology sectors.
• You have deep expertise engaging with enterprise restaurant and merchant partners, and you excel at building trusted executive-level relationships.
• You have experience selling complex, multi-stakeholder solutions—ideally across new technologies or operationally heavy products.
• You bring a proven ability to own GTM strategy, craft compelling narratives, and educate large sales organizations.
• You're a strong cross-functional operator who can translate ambiguous emerging technology into clear commercial value.
• You thrive in early-stage environments, can build structure from scratch, and enjoy balancing high-level strategy with hands-on execution.
• You are energized by autonomy, robotics, and the future of automated delivery.
• You are an exceptional communicator, storyteller, and relationship builder.