Analyst / Associate - Sales Strategy and Operations

About the Team

DoorDash’s Sales and Partner Management teams are the heart and soul of our business, partnering with merchants across Australia to grow revenue and help them operate even better. Sales Strategy & Operations sits at the intersection of Sales, Partner Management, Operations, Product and Analytics, building the foundations and operating cadence that help our teams target, win and retain the right merchants at scale.

About the Role

As an Associate on the SMB Sales Strategy & Operations team in Australia, you’ll combine analysis with hands-on operational execution. Your main focus will be sales planning: setting quotas and goals, running incentives and commissions, and keeping attainment healthy. You’ll also support broader Sales S&O work such as GTM operations, pipeline reporting, territory and coverage planning, and process improvement.

As part of a lean, growing team, you won’t be boxed into a narrow lane. You’ll get exposure across the full sales engine and the chance to help shape how we plan, measure and operate. You’ll work closely with Sales Leadership, the wider S&O team and partners in Finance, Analytics, Product and Partner Management, and take on more ownership over time. 

You’re excited about this opportunity because you will…

• Own the sales incentive and commissions process end to end. This covers designing and updating plans with Sales Leadership and Finance, running accurate payouts, managing the commissions budget, and resolving disputes and exception requests fairly and consistently.
• Lead quota and goal setting. You’ll build the forecast and quota models that turn topline targets into individual seller goals, and make sure those goals are achievable, motivating and consistent across the team.
• Monitor attainment health and goaling accuracy. You’ll spot where targets are too high, too low or unevenly spread, and recommend changes so compensation tracks performance. 
• Diagnose sales performance. You’ll dig into the data to understand what’s driving results and turn the findings into clear recommendations that Sales leaders can act on.
• Drive the weekly sales operating cadence with front-line Sales leaders, including performance reporting, pipeline health reviews and Salesforce hygiene, so the team has a reliable view of where it stands.
• Shape territory, coverage and resourcing decisions. You’ll analyse books of business and capacity, and model the trade-offs as the sales team grows.
• Find and fix friction in how the sales team operates. You’ll scope experiments and process improvements, build the business case, and use AI tools and automation to cut manual work.

We’re excited about you because…

• You have 2+ years of experience in sales strategy & operations, sales planning, consulting, analytics, corporate strategy, banking, technology or a related field, with a track record of delivering projects and helping teams hit their goals.
• You have a Bachelor’s degree (or equivalent practical experience).
• You’re highly proficient in Excel / Google Sheets and accurate with numbers. You’ve built models, trackers, performance reporting, or quota or commission calculations.
• You have working SQL skills, e.g., pulling revenue by merchant, segment or time period, checking trends, or validating the numbers behind reporting and dashboards.
• You’ve partnered with Sales teams and used a CRM (Salesforce is a plus) to understand pipeline and performance.
• You use AI tools (e.g., Claude, ChatGPT) to work more efficiently, and you’re keen to automate repetitive processes.
• You’re a clear communicator who can explain what the numbers mean, align stakeholders, and walk a rep or leader through how a goal or payout was calculated.
• You take ownership and follow through. You can manage several workstreams at once and prioritise well, even when things aren’t perfectly defined.
• You’re detail-oriented and curious, and you enjoy variety. You’re as comfortable running a commissions cycle as you are digging into a pipeline problem.