The opportunity
At Instacart, we invite the world to share love through food because we believe everyone should have access to the food they love and more time to enjoy it together. Where others see a simple need for grocery delivery, we see exciting complexity and endless opportunity to serve the varied needs of our community.
What you'll do
Instacart has a clear, credible multi-year partnership strategy across: Logistics, Retail Technology, and Enterprise — one that leadership has bought into and that's actively shaping which product bets we pursue versus partner for.
At least one first-of-a-kind deal: in a new product area or international market — has gone from concept to signed to launched, with a playbook behind it that the team can repeat.
The partnerships team is operating at a higher level: Senior Managers and Managers have clearer ownership, stronger frameworks for deal evaluation and partner performance, and a leader who’s actively developing them for what comes next.
Product and Engineering leadership treat this person as a genuine strategic: partner — not just a deal-closer — because they’ve visibly influenced roadmap decisions and brought external perspective into how we build.
Instacart’s most critical external partners: at the C-suite and executive level — have a named senior relationship owner who shows up with authority, earns trust, and surfaces the opportunities that matter most to the business.
+ years of experience in business development, product partnerships, or: strategic alliances in technology or closely adjacent industries, with end-to-end ownership of complex, multi-stakeholder deals from sourcing through launch.
What they're looking for
- Demonstrated experience building and leading high-performing partnerships: teams, including managing managers and structuring a function for scale.
- Proven track record of closing complex, non-standard technology or strategic: partnership agreements — including first-of-a-kind deals — with C-suite or executive-level counterparts.
- Experience serving as a true strategic partner to Product and Engineering:: influencing roadmap and build-buy-partner decisions, not just executing alongside them.
- Strong financial and analytical skills, including business case development: to evaluate partnership economics and communicate ROI to senior leadership.
