Manager, Channel & Ecosystem Partnerships

About the Team

The New Verticals Business Development team is a fast-paced, high-performing group responsible for establishing, managing and scaling new lines of business at DoorDash across  grocery, convenience, retail & ecommerce verticals.

About the Role

As Manager, Channel & Ecosystem Partnerships, you will be responsible for driving the go-to-market strategy, deal negotiation, and ongoing management of partnerships with key shipping software, technology & platform partners that will play a critical role in scaling one of DoorDash’s emerging bets in ecommerce logistics. 

This role will get you in at the ground floor and operate at "start up" pace withing the foundation of a Fortune 500 company. You will report to the Sr. Director of Business Development and will have significant autonomy to shape the strategy and execution of this nascent function.

You're excited about this opportunity because you will…

• Develop and execute a comprehensive channel partnership strategy, leveraging your deep knowledge of the shipping and logistics software ecosystem to identify and prioritize the partnerships that will drive the greatest impact for DoorDash
• Negotiate and structure creative commercial deals with ecosystem partners, establishing win-win incentive models that drive partner referrals and integrate DoorDash into their platforms
• Build and maintain strategic relationships with Director+ level contacts at leading platform providers, shipping software companies, and marketplace partners
• Own partnership performance metrics including deal signs, referred leads, volume, and revenue, implementing tracking mechanisms and driving continuous improvement
• Serve as the voice of partners internally, working cross-functionally with Product, Engineering, Legal, Finance, and Operations teams to ensure seamless integration and partnership success
• Shape product roadmap and go-to-market strategies based on ecosystem insights and partner feedback
• Build this function from scratch within a high autonomy, high accountability culture, with visibility to senior leadership and the opportunity to scale your career quickly

We're excited about you because…

• You have 10+ years of experience in business development, strategic partnerships, or enterprise account management in technology, logistics, or high-growth startups
• You have deep, existing knowledge of the ecommerce logistics and shipping software ecosystem, including platform providers, rating & label APIs, tracking layers, and fulfillment technologies
• You have a proven track record of negotiating and closing complex, multi-stakeholder partnerships with measurable business impact
• You have experience in retail, ecommerce, or logistics industries, with established relationships in the ecosystem
• You are entrepreneurially minded with a bias for action and comfort navigating ambiguity—you've built or scaled functions from scratch before
• You are comfortable making strategic decisions with imperfect data and iterating quickly based on feedback
• You are a skilled collaborator and communicator who can influence cross-functional stakeholders and build consensus across Product, Legal, Operations, and senior leadership
• You have a Bachelor's degree or equivalent practical experience
• You are excited by the opportunity to operate at startup pace within the infrastructure of a public company, wearing multiple hats and directly shaping the strategy of a high-potential new business

 

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