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
Joint ownership of the sales cycle for Storefront Pro across a portfolio of: mid-market and enterprise grocery and retail accounts, from prospecting and pipeline development through negotiation, contract close, and onboarding handoff
Design and execute account-specific selling strategies in close partnership: with BD Retail, leveraging Storefront Pro's performance track record (10pp+ YoY sales growth, 65%+ platform cost offset through ad monetization) to build compelling, ROI-grounded business cases
Build trusted, multi-threaded relationships with key decision-makers and: influencers across retailer digital, technology, marketing, operations, and executive functions
Develop and deliver tailored presentations and proposals that bring: Storefront Pro's value proposition to life — spanning omnichannel UX, AI-powered personalization, retail media monetization via Carrot Ads, loyalty and SNAP/EBT integration, and flexible fulfillment
Lead negotiation of complex commercial agreements, partnering with Legal,: Finance, and BD leadership to structure deals that are both competitive and scalable
Collaborate with Storefront Pro and Connected Stores MS&P to refine: go-to-market strategy, sharpen positioning against competing platforms, and improve the end-to-end sales process
What they're looking for
- Serve as a critical feedback channel between the field and internal teams —: translating retailer objections, competitive dynamics, and market signals into actionable product and GTM recommendations
- Partner cross-functionally with Product, Engineering, Marketing, and: Partnerships to develop custom solutions and creative deal structures for key prospects
- + years of experience in enterprise or mid-market solution sales, business: development, or strategic account management — ideally in SaaS, retail technology, e-commerce platforms, or digital media
- Demonstrated track record of owning and closing complex, multi-stakeholder: deals with measurable impact against revenue or growth targets
