Director, Sales Lab

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. 

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. 

• 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)

• 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