Senior Manager, B2B Performance Marketing

DoorDash USA•Washington, DC

15h

About The Position

As Senior Manager, B2B Performance Marketing, you will lead strategy and execution across merchant acquisition channels for Restaurants and New Verticals within DoorDash’s Marketplace business. You will be responsible for delivering predictable, efficient, and scalable merchant growth across the United States and Canada. You will oversee a team of four performance marketers and own performance across search, social, programmatic, affiliate, direct mail, and emerging acquisition channels. You will be accountable for core acquisition KPIs—including CPA, LTV/CAC, payback, and incrementality—while continuously improving forecasting accuracy, channel mix, and return on investment. This role requires strong operational rigor and strategic thinking. You will optimize existing channels, expand reach and penetration across geographies and verticals, and identify new growth levers that drive incremental merchant acquisition. You will work cross-functionally with Sales, Operations, Finance, Analytics, Product, and Creative to align marketing investments with supply targets and broader marketplace objectives.

Requirements

8+ years of experience in B2B performance marketing, with a strong track record driving measurable acquisition growth across both product-led (self-serve) and sales-led motions.
Proven track record of managing $10M+ performance marketing budgets and delivering measurable pipeline, revenue, and customer impact.
Demonstrated success optimizing toward CAC, LTV/CAC, payback, and incremental impact across scaled acquisition portfolios.
Deep expertise across core acquisition channels including search and social, with experience evaluating diminishing marginal returns and reallocating capital to unlock incremental growth.
Strong analytical and financial acumen, with experience building forecasts, scenario models, and investment cases in partnership with Finance and Analytics.
Experience developing and executing experimentation roadmaps, including incrementality testing, geo-testing, and audience segmentation strategies.
Proven ability to deepen market penetration and drive growth across diverse geographies and merchant segments.
3+ years of direct people management experience, with a track record of building and developing high-performing marketing teams.
Ability to operate both strategically and tactically—comfortable setting portfolio-level strategy while diving deep into channel performance and optimization details.
Strong cross-functional leadership skills, with experience influencing Strategy & Operations, Product, Analytics, Integrated Marketing, Lifecycle Marketing, Web Experience, Marketing Operations, and Creative teams.

Responsibilities

Own and Optimize Marketplace Performance Strategy
Develop and drive the multi-channel acquisition strategy across search, social, programmatic, affiliate, direct mail, and emerging platforms.
Lead annual planning and quarterly re-forecasting in partnership with Finance and Analytics.
Continuously refine channel mix, bidding strategy, targeting, and creative approach to improve marginal CAC and incremental growth.
Own performance against core acquisition KPIs including CAC, LTV/CAC, payback, and incrementality.
Drive Efficiency and Scalable Merchant Growth
Improve acquisition efficiency while maintaining strong merchant growth across Restaurants and New Verticals.
Deepen penetration in T4 and T5 markets by testing and scaling new channels, localized strategies, and acquisition tactics beyond traditional performance marketing platforms.
Identify innovative approaches to reach and convert merchants in underpenetrated areas, expanding beyond core paid media levers.
Strengthen measurement frameworks, attribution, and forecasting accuracy to support disciplined investment decisions.
Build testing roadmaps that accelerate experimentation and performance improvement
Unlock New Growth Levers
Evaluate portfolio performance to identify diminishing marginal returns across core channels such as search and social.’
Reallocate and redeploy investment into emerging channels, partnerships, and alternative acquisition strategies to drive incremental growth.
Test new audience strategies, media formats, and acquisition models that diversify the performance mix and reduce channel concentration risk.
Develop experimentation frameworks that clearly measure incrementality and long-term merchant value.
Lead and Develop a High-Performing Team
Oversee and mentor a team of four performance marketers, setting clear goals and driving accountability.
Build a culture of analytical rigor, experimentation, and continuous improvement.
Establish strong operating rhythms, reporting frameworks, and performance transparency across the team.
Partner Cross-Functionally to Influence Marketplace Outcomes
Partner closely with Integrated Marketing to understand audience segments, whitespace opportunities, and gaps in merchant penetration across geographies and verticals.
Analyze holdout and under-engaged merchant cohorts to inform targeted acquisition and re-engagement strategies.
Collaborate with Strategy & Operations to understand business priorities and translate them into performance marketing plans that unlock supply growth opportunities.
Serve as the performance marketing subject matter expert, advising cross-functional stakeholders on channel strategy, investment allocation, and expected ROI.
Work with Analytics and Finance to ensure robust measurement, forecasting accuracy, and clear visibility into performance and incremental impact.
Partner with Creative and Brand teams to evolve B2B messaging while maintaining efficiency and conversion performance.

Benefits

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)
medical, dental, and vision benefits
11 paid holidays
disability and basic life insurance
family-forming assistance
a mental health program