NZ Account Executive, SMB

About the Team Our Restaurant Acquisition team is the engine behind DoorDash’s growth across New Zealand. We identify, pitch, and sign new SMB restaurant partners, bringing the best local dining onto the platform and expanding selection for customers in every market we serve. 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 As an Account Executive, you’ll be responsible for acquiring new SMB restaurant partners for DoorDash across New Zealand. You’ll own the full sales cycle: from prospecting and outreach to pitching, negotiating, and signing, building a strong pipeline of high-quality merchants that fuel marketplace growth. Working cross-functionally with Marketing, Operations, Customer Success, and Strategy teams, you’ll use market insights and competitive intelligence to win in your territory and convert top prospects. Please note: this is a highly field-based role requiring travel across your region and, at times, wider travel across New Zealand, including overnight stays. Candidates must hold a valid full New Zealand driver licence and be comfortable with travel requirements that may vary based on business priorities and market needs. You’re excited about this opportunity because you will… Hunt and close new restaurant partners: pitch and sign SMB restaurants, from iconic local favourites to exciting up-and-coming venues Own your patch: develop and execute a strategic acquisition plan that prioritises high-value prospects and closes selection gaps in key markets Use data to win: leverage market intelligence, competitive insights, and platform data to build compelling pitches and prioritise outreach Navigate objections and negotiate commercially: tailor proposals that demonstrate clear value, handle competitive pushback, and close deals that set partners up for long-term success Collaborate cross-functionally with Marketing, Operations, and Post-Sales teams to ensure a seamless merchant onboarding experience and strong speed to first order Be a market expert: stay across competitor activity, local dining trends, and merchant sentiment to inform your approach and feed insights back to the wider business Lift the team by sharing winning tactics, pipeline best practices, and helping those around you succeed We’re excited about you because… 4+ years of experience in B2B sales, business development, or new business acquisition Proven track record of meeting or exceeding sales targets and closing new business Strong prospecting and pipeline management skills with a hunter mentality Commercial acumen with the ability to craft compelling value propositions and negotiate effectively Clear, confident communicator — equally persuasive on the phone, over email, and in person Thrive in high-growth, fast-paced environments; competitive, adaptable, and solutions-focused A genuine team player — collaborative by nature and committed to helping others win Hold a valid full New Zealand driver licence 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. About DoorDash At DoorDash, our mission to empower local economi…