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
A commercial playbook is established and proven: including pricing frameworks, SOW templates, milestone- and outcome-based models, and multi-year partnership structures that become the standard for all AI engagements going forward.
Multiple complex AI engagements are closed, from initial scoping through: signed contract, with clean handoffs to delivery teams and clear accountability for commercial commitments throughout each engagement lifecycle.
Retailer stakeholders at the VP level and above trust Instacart as a credible: commercial partner — because you've run disciplined, well-structured deal processes that reflect the value of what we're delivering.
Internal deal processes (legal, finance, security, executive sign-off) run: smoothly and efficiently, without creating bottlenecks that slow momentum on active deals.
Market intelligence from commercial negotiations is regularly fed back to AI: Solutions leadership, directly shaping how we evolve our pricing models and go-to-market approach.
+ years of experience in enterprise sales, commercial partnerships, or: business development, with a strong track record of closing complex, high-value deals involving multiple stakeholders and non-standard commercial structures.
What they're looking for
- Demonstrated ability to structure and negotiate sophisticated commercial: agreements — comfortable with contract terms, pricing mechanics, risk allocation, and the dynamics of complex deal negotiation.
- Experience navigating lengthy enterprise procurement processes, including: coordinating across legal, finance, information security, and executive stakeholders both internally and at the customer.
- Strong commercial acumen and executive presence: able to hold credible commercial conversations with VP-level+ retailer stakeholders, with good instincts for when to push and when to flex.
- Comfort operating in an early-stage function where the commercial playbook is: still being written; energized by building rather than inheriting.
