Title: Account Executive, Emerging Markets Location: Madison, WI; Oklahoma, OK; St. Paul, MN; Kansas City, MO; Atlanta, GA; Milwaukee, WI; Las Vegas, NV; Santa Fe, NM Job Description: About the Team The Emerging Markets team promotes growth in local economies by building meaningful partnerships with merchants across underdeveloped, high-opportunity markets. We focus on T4-T5 geographies-one of DoorDash's highest company priorities, representing over 40% of remaining restaurant opportunities as we expand beyond core cities and suburbs. Our team creates first connections with SMB restaurants and retailers, helping them grow and monetize through on-demand delivery. About the Role We are looking for a motivated Account Executive (EMAE) to join our Emerging Markets org. As an Account Executive, you will be responsible for owning the full sales cycle and bringing high-potential SMB merchants in emerging markets onto the DoorDash platform. This role is fast-paced, highly outbound, and quota-carrying. You will manage a dedicated lead list of ~225 merchants, spend the majority of your day cold calling, and drive a structured, repeatable process to pitch, consult, and close new partners on our platform. You will report to an Inside Sales Manager who is committed to your success, offering ongoing coaching, development, and pathways for growth. We expect this role to be flexible, with some time in office and some time remote. You will need the ability to travel as needed for in-person collaboration through training, offsites, team-building events, and other business-related necessities. You're excited about this opportunity because you will… - Transform how small and mid-size merchants in emerging markets grow using DoorDash's platform - Manage a high-volume, outbound-led workflow, including extensive daily cold calling - Work a structured pipeline of ~225 assigned leads and own a quarterly sales quota - Creatively engage merchants and build trusted relationships across lower-density geographies - Master sales tools and outreach channels to drive lead conversion - Operate in a fast-paced environment with clear daily and weekly activity expectations - Participate in Prep Kitchen, DoorDash's structured inside-sales training program - Grow your sales career through continuous coaching and performance development We're excited about you because… - You have at least 1+ years of outbound sales experience, ideally in a short-cycle environment - You have proven experience running full sales cycles from prospecting → discovery → pitch → close - You have demonstrated success in high-volume outreach and pipeline generation - You have strong cold-calling skills and comfort working under pressure - You have excellent communication skills (written and verbal) - You consistently hit or exceeded sales targets - You embody DoorDash's Core Values and thrive in a fast-paced environment - You have a coachable mindset - you welcome feedback, learn fast, and adapt with ease Nice-to-Have-Skills: - Experience in sales, customer service, hospitality, or restaurant environments - Prior outbound cold calling experience with activity-based KPIs - Exposure to the on-demand delivery, logistics, or restaurant-tech ecosystem - Multilingual skills to support diverse merchant audiences Notice to Applicants for Jobs Located in NYC or Remote Jobs Associated With Office in NYC Only We use Covey as part of our hiring and/or promotional process for jobs in NYC and certain features may qualify it as an AEDT in NYC. As part of the hiring and/or promotion process, we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound from August 21, 2023, through December 21, 2023, and resumed using Covey Scout for Inbound again on June 29, 2024. The Covey tool has been reviewed by an independent auditor. Results of the audit may be viewed here: Covey Compensation Actual compensation within the pay range listed below will be decided based on factors including, but not limited to, skills, prior relevant experience, and specific work location. Base salary is localized according to employee work location. In addition to base salary, the compensation for this role includes opportunities for sales commission. 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. See below for paid time off details: - For salaried roles: flexible paid time off/vacation, plus 80 hours of paid sick time per year. - For hourly roles: vacation accrued at about 1 hour for every 25.97 hours worked (e.g. about 6.7 hours/month if working 40 hours/week; about 3.4 hours/month if working 20 hours/week), and paid sick time accrued at 1 hour for every 30 hours worked (e.g. about 5.8 hours/month if working 40 hours/week; about 2.9 hours/month if working 20 hours/week). The national base pay range for this position within the United States, including Illinois and Colorado. $19.37 - $32.50 USD The total on-target earnings (base + commissions) for this position within the United States, including Illinois and Colorado. $34 - $50 USD About DoorDash At DoorDash, our mission to empower local economies shapes how our team members move quickly, learn, and reiterate in order to make impactful decisions that display empathy for our range of users-from Dashers to merchant partners to consumers. We are a technology and logistics company that started by enabling door-to-door delivery, and we are looking for team members who can help us go from a company that is known as the place you order food to a company that people turn to for any and all goods. DoorDash is growing rapidly and changing constantly, which gives our team members the opportunity to share their unique perspectives, solve new challenges, and own their careers. We're committed to supporting employees' happiness, healthiness, and overall well-being by providing comprehensive benefits and perks including premium healthcare, wellness expense reimbursement, paid parental leave and more. Our Commitment to Diversity and Inclusion We're committed to growing and empowering a more inclusive community within our company, industry, and cities. That's why we hire and cultivate diverse teams of people from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has room at the table and the tools, resources, and opportunity to excel. Statement of Non-Discrimination: In keeping with our beliefs and goals, no employee or applicant will face discrimination or harassment based on: race, color, ancestry, national origin, religion, age, gender, marital/domestic partner status, sexual orientation, gender identity or expression, disability status, or veteran status. Above and beyond discrimination and harassment based on "protected categories," we also strive to prevent other subtler forms of inappropriate behavior (i.e., stereotyping) from ever gaining a foothold in our office. Whether blatant or hidden, barriers to success have no place at DoorDash. We value a diverse workforce - people who identify as women, non-binary or gender non-conforming, LGBTQIA+, American Indian or Native Alaskan, Black or African American, Hispanic or Latinx, Native Hawaiian or Other Pacific Islander, differently-abled, caretakers and parents, and veterans are strongly encouraged to apply. Thank you to the Level Playing Field Institute for this statement of non-discrimination. Pursuant to the San Francisco Fair Chance Ordinance, Los Angeles Fair Chance Initiative for Hiring Ordinance, and any other state or local hiring regulations, we will consider for employment any qualified applicant, including those with arrest and conviction records, in a manner consistent with the applicable regulation. If you need any accommodations, please inform your recruiting contact upon initial connection.

• Own and drive complex, 6–12+ month sales cycles with Fortune 1000 and Global 2000 companies • Build strategic, multi-threaded relationships across engineering, DevOps, observability, and procurement leadership • Sell consultatively, bringing deep understanding of the customer’s business, technical landscape, and buying process • Collaborate cross-functionally with Solutions Architects, Product, and Customer Success to shape high-value, tailored deals • Deliver predictable pipeline growth, accurate forecasting, and exceed quota targets • Represent Honeycomb at key industry events, conferences, and executive briefings

• Provide oversight of commercial clients within the health system, employer, labor/union and public verticals for large/jumbo accounts (approximately >15,000+ lives, subject to fluctuate due to the needs of the business) • Serve as the relationship liaison on assigned book of business, incorporating internal support where and when needed to the foster relationship with influencers and decision makers at the plan • Develop relationship strategy plans, with support of clinical account manager and account manager • Lead strategic reviews (e.g. QBRs), prioritize initiatives and maintain momentum across sales and implementation cycles. • Support member and client satisfaction execution and net promoter score goals • Provide deep and approachable trend management recommendations with support of reporting • Maintain thorough knowledge of contractual obligations assigned book of business, including financials, performance guarantees, terms, and regulatory/compliance • Lead client renewal process, including contract management • Lead ownership of performance guarantee reporting and maintenance • Lead regulatory and compliance components • Interpret current pharmacy and healthcare trends, and meet with clients to provide proactive recommendations for plan management; find ways of adding value to the client curating offerings tailored to the client’s specific needs • Identify and contribute to process improvement efforts across Capital Rx • Assemble internal resources to overcome challenges • Anticipate customer needs and proactively identify new opportunities within assigned accounts • Comprehensive knowledge of our business, including products and services. Strong ability to field questions from the client side, answer them and answer them correctly • Review and advise on JUDI product roadmap to ensure current priorities and milestones will meet the client expectation • Other duties as assigned • Responsible for adherence to the Capital Rx Code of Conduct including reporting of noncompliance

• You independently manage a strategic customer portfolio in the Central/Eastern Germany region • You maintain and develop existing customer and manufacturer contacts and actively expand these relationships • You identify potential new customers, proactively establish contact, and qualify them for our portfolio • You present our comprehensive manufacturer and product portfolio as well as our TIM services to customers on-site and digitally • You organize and conduct partner trainings—practical, competent, and customer-focused • You develop strategic sales plans, identify growth opportunities, and implement targeted measures for business development • You proactively cultivate value-oriented relationships with key decision-makers—with foresight and tact • You are supported by a dedicated inside sales team with whom you maintain close collaboration